Building Champions through social selling

You have a 10% chance of closing a deal when you do not have a Champion.  A Champion will answer two crucial questions, “Why do anything?” and “Why buy now?” and will sell for you when you’re not there.

It’s important to understand what a champion is:

• Technical and/or Political Power and influence
• Actively Selling on your behalf
• Access to Economic Buyer
• Vested interest in YOUR success
• A Coach isn’t a Champion
• Without a champion, deal will probably not get done
• without a champion, we are unable to :fix” anything

Then you have to develop the relationship(s)

• Build multiple champions – don’t be single threaded
• Test them throughout the sales process
• Questions
• Do I have a real Champion?
• Does my champion have influence?
• Does my champion have a personal win?
• Have I tested my champion
• Does my champion truly understand the technology?

Why Social Selling is important 

Framework for how to leverage the power of social selling to find a Champion

Anthony Lobosco

Lobo

I’m Anthony Lobosco, founder of SalesByLobo and a 25-year Sales Leader who’s been in the trenches as a Hunter, Farmer, and Player-Coach.
This site brings together everything I’ve learned – my philosophies, hard-earned strategies, and a passion for helping salespeople and teams succeed. Whether you’re here to refine your skills, explore new strategies, or see how we can work together, welcome. Let’s make an impact!

See author's posts