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Enterprise sales skills for the digital age

Based on MEDDIC and modelled from the strategies of the top 1% of sales professionals, Champion Building  gives you the latest skills to achieve & exceed your sales targets.

It shows you how to generate more pipeline by starting your prospecting at the executive level and how to win more new business by building your clients into champions who will work with you to get your proposition adopted by their company.

Whether you are in a direct or indirect sales role, Champion Building is designed for you.

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Champion Building is for you if you identify with any of these problems:

  • Not getting enough executive level meetings within your accounts

  • Not knocking it out of the park at the crucial first pitch
     

  • Not strategically influencing your client to want to champion your solution within their company
     

  • Not winning enough new business

Champion Building is delivered through five highly interactive workshops:

Mastering Executive Engagement

When you engage senior executives early you dramatically increase your pipeline of new opportunities. Learn the latest strategies for filling your pipe by starting your champion building at the highest levels of your clients' organisation.

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Achieving 1st Meeting Excellence

Research shows that today, 80% of vendors are now selected at the very first pitch to the client. Learn how to achieve "1st Meeting Excellence" by knocking it out of the park and building champions at this crucial first meeting.

Mastering Strategic Influence

In this post-covid age, 95% of the sale now happens when you are not there. Get ahead of the pack with the latest tools for strategically influencing your champion to want to co-sell your solution with you.

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Mastering Win-Win Negotiations

In the new digital economy, the only sales you can close are ones where both parties win. Update your negotiation skills with the latest tools for working with your champion to close win-win deals.

Mastering MEDDIC 

The MEDDIC qualification system gives you a consistent framework for identifying all the steps needed to successfully close a deal.

The Mastering MEDDIC workshop shows you every element of MEDDIC in detail and gives you some powerful strategies to enable both you and your champion to be successful.

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The ROI for Champion Building is highly compelling

A good champion will enable you to drive up the 3 Key Performance Indicators (KPI's) of sales:

  • Increased opportunities
     

  • Increased average order values
     

  • Increased close rates

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Champion Building is for the whole team.

Champion building is more than a sales strategy, it's a culture that your whole team can adopt to give your clients the best possible experience.

Its not just field salespeople who build champions, its:

  • Salespeople

  • Pre-Salespeople

  • Account Managers

  • Customer Success Managers

  • Project Managers

  • Consultants

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Meet your coach

Your coach is digital economy sales specialist and author of the book 'Champion Building - Enterprise selling in the digital age', Bob Skeens.

Champion Building - Bob Skeens