Do you want a sale to succeed? Then you absolutely need to support your champions.
I’ll tell you why in a moment, but first, let’s define what exactly a champion is. In B2B sales, the champion is the person on the buying team who believes your products or services are the right fit for their organization, so they are willing to advocate on your behalf.
Your champions are a huge factor in whether a deal is successful or not. That’s why it makes sense to give them every possible tool to positively represent you within their company. (more…)