You've got a killer product, a polished pitch, and a prospect who's showing all the right signals. But there's a catch - you're on the outside looking in, and the real decision-makers are hidden behind a labyrinth of corporate red tape. Enter your secret weapon: the champion.
This isn't just any old contact. We're talking about your ride-or-die, your inside person, the Obi-Wan to your Luke Skywalker in the vast galaxy of B2B sales. But here's the million-dollar question: How do you transform this potential ally into a deal-closing superhero?
The Champion's Crucible: Why Empowerment Matters
Before we jump into the how-to, let's understand why empowering your champion is more crucial than a coffee machine in a Monday morning meeting.
They're Your Eyes and Ears: Your champion is your secret agent, providing intel that's more valuable than a treasure map in a pirate movie.
They Speak the Language: They can translate your pitch into their company's lingo, making it resonate like a perfectly tuned guitar.
They Navigate the Maze: Corporate decision-making can be more complex than a Rubik's Cube. Your champion knows all the shortcuts.
They Champion Your Cause: When you're not in the room (which, let's face it, is most of the time), they're singing your praises like a Grammy-winning artist.
Now that we're on the same page about the "why," let's dive into the "how" - and trust me, it's going to be more exciting than finding an extra fry at the bottom of the bag.
The Empowerment Toolkit: Strategies for Success
1. Create a Digital Fortress of Knowledge
Ever wished you could beam information directly into your champion's brain? Well, we're not quite there yet (thanks for nothing, science), but a digital sales room comes pretty darn close.
Think of it as a virtual war room, packed with all the goodies your champion needs to make your case. Here's how to make it work:
Curate, Don't Overwhelm: Don't just dump every document you've ever created into the room. Be selective. Think of yourself as the Marie Kondo of sales content - if it doesn't spark joy (or close deals), it doesn't make the cut.
Organize for Success: Structure your digital sales room like a well-oiled machine. Use clear categories, intuitive navigation, and maybe even a "Start Here" section for the newbies.
Keep It Fresh: Stale content is about as useful as a chocolate teapot. Regularly update your digital sales room with the latest and greatest info.
2. Craft a Mutual Action Plan (MAP) That's Actually Mutual
A Mutual Action Plan isn't just a fancy to-do list - it's the GPS guiding your deal to the promised land of "closed-won." Here's how to create a MAP that'll make your champion feel like they're in the driver's seat:
Collaborate, Don't Dictate: Involve your champion in creating the MAP. It's not a one-way street - it's more like a dance, and you both need to know the steps.
Set Clear Milestones: Break down the journey into bite-sized pieces. Each milestone should feel like a mini-victory.
Assign Actions, Not Chores: When you're doling out responsibilities, make sure your champion's actions feel empowering, not burdensome. They're your partner, not your intern.
3. Create a Executive Matching Matrix
Navigating corporate politics can be trickier than a minefield. Give your champion a executive matching matrix:
Identify the Players: Map out all the stakeholders involved in the decision-making process. Knowledge is power, and this is the nuclear reactor of knowledge.
Understand the Dynamics: Don't just list names - show what levels do these stakeholders engage at. Who influences whom? This isn't just org chart - it's a soap opera, and your champion needs to know all the plot twists.
Update Regularly: The corporate landscape changes faster than fashion trends. Keep that map updated more frequently than your LinkedIn profile.
4. Provide Training That's More Engaging Than a Netflix Binge
Don't just throw information at your champion and expect them to become a sales ninja overnight. Offer training that's so good, they'll be choosing it over the latest streaming sensation:
Make It Interactive: Use Faster's digital collaboration room to share engaging content.
Bite-sized is Best: Break your content into digestible chunks.
Role-play Scenarios: Help your champion practice handling tough questions or objections. It's like sparring before the big fight.
5. Celebrate Wins Like You've Just Won the Super Bowl
Recognition isn't just for participation trophies. When your champion moves the needle, celebrate it like it's going out of style:
Shout It from the Rooftops: Celebrate wins with the champion. Make sure they know how they were instrumental in making it happen.
Tangible Appreciation: Consider appropriate ways to show appreciation for major milestones, always in line with corporate policies and ethical guidelines. This could include public recognition, opportunities for professional development, or company-approved tokens of appreciation. Remember, the goal is to acknowledge their efforts, not to provide improper incentives.
Personal Touch: Sometimes, a heartfelt "thank you" note can mean more than any material reward. Make it sincere, make it specific, and watch your champion's motivation soar.
FAQs: Because We Know You're Dying to Ask
Q: How often should I update my digital sales room?
A: More often than you change your socks, less often than you check your phone. Aim for weekly updates at a minimum, but be ready to add hot-off-the-press content as needed.
Q: What if my champion is resistant to using digital tools?
A: Start slow and show value quickly. Begin with one feature (like the Mutual Action Plan) and demonstrate how it makes their life easier. Once they see the benefits, they'll be digital converts faster than you can say "ROI."
Q: Can empowering my champion backfire?
A: Like anything powerful, it needs to be handled with care. Make sure you're not overwhelming your champion or putting them in an awkward position with their colleagues. Empower, don't overpower.
Q: How do I know if my empowerment strategies are working?
A: Look for signs such as increased engagement in the digital sales room, more proactive communication from your champion, and, of course, deals moving through the pipeline faster than a greased pig at a county fair.
Q: What's the one thing I shouldn't forget when empowering my champion?
A: Never forget that your champion is taking a risk by advocating for you. Always have their back, be responsive to their needs, and never throw them under the bus. Loyalty is a two-way street, and in B2B sales, it's more valuable than gold.
Conclusion: Your Champion, Your Secret Weapon
Empowering your champion isn't just a nice-to-have in the B2B sales world - it's as essential as oxygen to a scuba diver. With the right tools, strategies, and mindset, you can transform your champion from a friendly face in the crowd to a deal-closing dynamo.
Remember, in the complex ecosystem of B2B sales, your champion is your secret weapon. Treat them right, empower them fully, and watch as they clear the path to closed deals like a snowplow in a blizzard.
So, what are you waiting for? Dive into that digital sales room, craft that Mutual Action Plan, and start empowering your champion like their career (and your commission) depends on it. Because, let's face it - it kinda does.
Now go forth and conquer, you sales empowerment guru, you! Your pipeline (and your champion) will thank you.
