The ultimate program for generating more pipeline and closing more business
Based on MEDDIC and modelled from the strategies of the top 1% of sales professionals, Champion Building gives you the latest tools 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 close more deals 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.
Champion Building will enable you to:
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Grow your pipeline by identifying opportunities at the executive level
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Get selected more often by knocking it out of the park at the very first pitch
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Strategically influence your client to want to champion your solution
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Close opportunities faster by securing win-win deals
Champion Building is delivered through five highly interactive workshops:
Mastering Pipeline Generation
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.
Mastering the Sales Pitch
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.
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.
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:
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Increased opportunities
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Increased average order values
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Increased close rates
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:
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Salespeople
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Pre-Salespeople
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Account Managers
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Customer Success Managers
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Project Managers
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Consultants
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.
