WEBVTT 1 00:00:00.760 --> 00:00:05.480 I feel very strongly that a champion has to have a vested interest in your 2 00:00:05.559 --> 00:00:14.679 solution, not solving the problem. You're listening to the Audible Ready Podcast, 3 00:00:14.919 --> 00:00:19.519 the show that helps you and your teams sell more faster. We'll feature sales 4 00:00:19.600 --> 00:00:23.039 leaders sharing their best insights on how to create a sales engine that helps you 5 00:00:23.120 --> 00:00:27.879 fuel repeatable revenue growth, presented by the team at Force Management, a leader 6 00:00:27.920 --> 00:00:33.439 in B to B sales effectiveness. Let's get started. Hello and welcome to 7 00:00:33.479 --> 00:00:37.640 the Audible Ready Sales Podcast. I'm Rachel kleb Miller. Today we are going 8 00:00:37.799 --> 00:00:42.119 to talk about one of our favorite topics, Champions, and joining me for 9 00:00:42.200 --> 00:00:46.840 the conversation is Polly Jim Puliopolis. Thanks for joining us, Coolly, Thank 10 00:00:46.880 --> 00:00:50.719 you, Rachel. Always a pleasure to be on the podcast with you appreciate 11 00:00:50.799 --> 00:00:54.479 it. You know, we cover a lot of angles on Champions. We 12 00:00:54.520 --> 00:00:58.000 have a lot of podcasts on the topic. We'll link them in the show 13 00:00:58.039 --> 00:01:03.159 notes. But we do that because there's such a critical persona as it relates 14 00:01:03.159 --> 00:01:08.159 to our opportunities, and they really help us with the rest of the deal 15 00:01:08.239 --> 00:01:14.280 if we can nurture those relationships appropriately. I know, Pully, with your 16 00:01:14.599 --> 00:01:18.599 work at force Management and your previous career, Right, You've conducted a lot 17 00:01:18.640 --> 00:01:25.079 of opportunity coaching sessions, and I know there's some common patterns you see around 18 00:01:25.319 --> 00:01:29.519 champions. Yeah, yeah, this whole topic of champions. I'd say, 19 00:01:29.560 --> 00:01:33.599 of all the things that I deal with when I'm sitting with a seller and 20 00:01:33.640 --> 00:01:36.879 sometimes a seller and a manager and we're reviewing a deal and you know, 21 00:01:36.959 --> 00:01:41.239 trying to get really deep into it, of all the things related to deals, 22 00:01:41.640 --> 00:01:44.840 the topic of champions and the topic of metrics, which is a topic 23 00:01:44.879 --> 00:01:49.159 for another time, but champions and metrics are two things that always really come 24 00:01:49.239 --> 00:01:52.799 to the forefront as areas where there's a lot of weakness in a lot of 25 00:01:52.840 --> 00:01:56.599 deals these days, right and so, And I think that's because of a 26 00:01:56.599 --> 00:01:59.359 couple of things. I think you know, as you said, there's a 27 00:01:59.400 --> 00:02:01.760 lot of content. We have a lot of podcast episodes on champions, as 28 00:02:01.799 --> 00:02:06.000 books written on champions and medic Right. I mean, champions is a thing 29 00:02:06.000 --> 00:02:10.080 that everyone talks about all the time. But I truly believe that eighty to 30 00:02:10.199 --> 00:02:15.800 ninety percent of the deals that I sit in on when someone mentions the word 31 00:02:15.879 --> 00:02:19.800 champion, I just get ready to cringe a little bit. Because in eighty 32 00:02:19.800 --> 00:02:23.280 to ninety percent of the times, the person does not have an actual champion. 33 00:02:23.759 --> 00:02:27.759 And I'll say that right out front. I'll say that's not a champion, 34 00:02:28.159 --> 00:02:31.360 and they'll say, what do you mean. This person always responds to 35 00:02:31.400 --> 00:02:37.080 my emails, this person always talks to me when I call, They've given 36 00:02:37.080 --> 00:02:39.439 me some incide information. Of course, they're my champion. They're committed to 37 00:02:39.439 --> 00:02:45.719 solving this problem. They're my champion. So that's what I hear. And 38 00:02:45.800 --> 00:02:49.639 I always step back and go back to the basics and say, let's go 39 00:02:49.680 --> 00:02:53.039 through that three part definition of every champion, and let's just test it a 40 00:02:53.039 --> 00:02:58.120 little bit. Let's just talk about that. So I guess my thesis here 41 00:02:58.280 --> 00:03:00.960 is that if you're listening to this and you think you have a champion, 42 00:03:01.039 --> 00:03:05.400 I guarantee you in ninety percent of the times you do not. And we're 43 00:03:05.439 --> 00:03:07.360 going to prove it today, right, We're going to improve it. So 44 00:03:07.360 --> 00:03:10.840 so that definition, that three part definition you had mentioned it, it's somebody 45 00:03:10.879 --> 00:03:17.639 who has power or influence within the organization, has a vested interest in your 46 00:03:17.719 --> 00:03:23.319 success, and actively sells when you're not there, right exactly, that's the 47 00:03:23.360 --> 00:03:29.879 three legged stool. So when you go to these opportunity sessions. How are 48 00:03:29.960 --> 00:03:32.439 you gauging that? What are you looking for? What are the triggers that 49 00:03:32.560 --> 00:03:37.759 say, okay, that ten percent that really the tempersode that really have a 50 00:03:37.879 --> 00:03:39.960 champion? Right, So when you know, when the name of the champion 51 00:03:40.000 --> 00:03:43.319 gets brought up, you know, I'll just ask, right, tell me 52 00:03:43.360 --> 00:03:46.840 a little bit about this person. What has she done to prove to you 53 00:03:46.879 --> 00:03:53.759 that she's selling on your behalf internally? Right? So that's usually the lowest 54 00:03:53.800 --> 00:03:55.840 bar for me. I think that's usually what I hear from someone when they 55 00:03:55.879 --> 00:04:00.520 say, well, you know, she introduced our solution, and last team 56 00:04:00.560 --> 00:04:04.520 meeting, she brought in some internal resources to talk about how they might integrate 57 00:04:04.599 --> 00:04:08.919 this or whatever, you know, whatever the problem is, how our solution 58 00:04:09.000 --> 00:04:12.719 might be a good fit. Okay, great, fantastic. She sold a 59 00:04:12.759 --> 00:04:15.480 little bit on your behalf. Now let's go to the power and influence has 60 00:04:15.519 --> 00:04:20.360 she made she influenced any kind of a decision like this in the past and 61 00:04:20.560 --> 00:04:25.279 moved the needle for a deal of this size. Right, Typically, we're 62 00:04:25.279 --> 00:04:29.879 working with sellers that are selling you know, prett significant deals, and that's 63 00:04:29.879 --> 00:04:33.040 where sometimes they begin to get a little leary, like well, she's new 64 00:04:33.079 --> 00:04:38.319 to the organization, or she came from a different company. She's just come 65 00:04:38.360 --> 00:04:43.000 in and now she's trying to get this under control. Or she's never been 66 00:04:43.000 --> 00:04:46.399 in charge of a project this large, but they've given her responsibility around this 67 00:04:46.439 --> 00:04:48.240 one. Right. Those sometimes those a little bit red flags for me. 68 00:04:48.360 --> 00:04:51.040 Right, and then, and I'll say, we'll dive into that a bit. 69 00:04:53.000 --> 00:04:57.680 But the last piece, the vested interest in your solution. This is 70 00:04:57.680 --> 00:05:01.120 the one that sellers get wrong more often than not. And the reason is 71 00:05:01.480 --> 00:05:05.519 when I ask them about a champion and I say, tell me why she 72 00:05:05.800 --> 00:05:12.000 is your champion when it comes to her vested interest in your solution? And 73 00:05:12.040 --> 00:05:15.240 now, well I'll hear, is she's responsible for solving this problem. It 74 00:05:15.360 --> 00:05:17.680 sits squarely on her desk. She's the one that has to go solve this 75 00:05:17.759 --> 00:05:21.199 problem. Like, why does she have to solve it with your solution? 76 00:05:23.079 --> 00:05:25.360 Well, no, no, it's not that it's like that she has to 77 00:05:25.360 --> 00:05:29.040 solve the problem. Like, then she is not your champion. I feel 78 00:05:29.199 --> 00:05:32.839 very strongly that a champion has to have a vested interest in your solution, 79 00:05:33.720 --> 00:05:39.959 not solving the problem. Right, there's a fine distinction there. If her 80 00:05:40.040 --> 00:05:43.680 job is to solve this problem. Let's say there's some cost overrun problem that 81 00:05:43.759 --> 00:05:46.720 keeps occurring, and there's three different vendors out there that can probably solve it 82 00:05:46.759 --> 00:05:51.800 for her. If your solution doesn't resonate with something she's trying to do differently 83 00:05:51.800 --> 00:05:57.720 than the rest, then by definition she's not your champion. She really needs 84 00:05:57.759 --> 00:06:01.800 to kind of want your solution as part of what happens going forward. So 85 00:06:03.079 --> 00:06:06.600 that area there is maybe one of the deeper areas of inspection. Well, 86 00:06:06.600 --> 00:06:13.120 I'll say, tell me what she wins internally, personally and professionally if she 87 00:06:13.240 --> 00:06:17.720 picks us as the solution provider here, And a lot of sellers get stuck 88 00:06:17.759 --> 00:06:23.399 at that point, or they'll give me some kind of explanation what's going on 89 00:06:24.079 --> 00:06:28.879 in her organization, why why she might be the one. But my next 90 00:06:28.959 --> 00:06:31.439 question usually is the one that really reveals it. So the first question is 91 00:06:31.480 --> 00:06:35.759 tell me what she gains by picking us as the solution provider. My second 92 00:06:35.839 --> 00:06:40.000 question, which is my favorite coaching question when it comes to champions, is 93 00:06:40.680 --> 00:06:45.160 what does she lose if we lose the deal. That's an eye opener for 94 00:06:45.240 --> 00:06:47.360 most people. For sellers don't usually think about that. They're like, well, 95 00:06:47.399 --> 00:06:50.480 what do you mean, what does she lose if she'll pick a different 96 00:06:50.560 --> 00:06:56.480 vendor and she solves the problem. If she's your champion, she has put 97 00:06:56.480 --> 00:07:00.879 herself on the line for you. She's your confidential informant inside the organization. 98 00:07:00.959 --> 00:07:06.639 She's your undercover agent inside the organization. She has done something or giving you 99 00:07:06.680 --> 00:07:14.079 information that is helping you along the way. And she has put herself out 100 00:07:14.120 --> 00:07:17.560 there by selling on your behalf, using her power and influence to push your 101 00:07:17.600 --> 00:07:20.959 agenda a little bit in the organization because she truly believes it's the right solution. 102 00:07:21.120 --> 00:07:25.959 Yours is the right solution. And if for some reason they pick somebody 103 00:07:25.959 --> 00:07:29.920 else, she loses a little bit of credibility, she might lose a little 104 00:07:29.920 --> 00:07:33.439 bit of power, she might lose something internally. So that I think is 105 00:07:33.480 --> 00:07:39.199 the more appropriate question with is what does your champion lose if they don't pick 106 00:07:39.319 --> 00:07:43.079 you as the solution provider. I think if you're a seller and you're listening 107 00:07:43.120 --> 00:07:46.199 to this, step back from the deal that you're thinking about right now and 108 00:07:46.639 --> 00:07:50.000 apply that question to it and say, what does my champion lose? And 109 00:07:50.040 --> 00:07:54.240 if you don't know if they lose or win, that's fine, just means 110 00:07:54.240 --> 00:07:57.240 you need a little bit more discovery. Well, that person you just need 111 00:07:57.279 --> 00:08:00.279 to spend a little more time with them and dig a little deeper to see 112 00:08:00.319 --> 00:08:03.199 what is the personal win that they might have by working with you. That 113 00:08:03.360 --> 00:08:07.079 was going to be kind of sets up the next question I had coolly. 114 00:08:07.399 --> 00:08:11.360 If there's probably a lot of salespeople listening saying, oh, no, I 115 00:08:11.399 --> 00:08:15.800 guess I don't have a champion. That's great? What do I do now? 116 00:08:15.839 --> 00:08:18.319 Can I nurture the people that I thought were champions? Or do I 117 00:08:18.319 --> 00:08:22.519 find somebody else? Like, what's the how, what's the action? Yes? 118 00:08:22.920 --> 00:08:26.240 I think it's yes to all that. So I think if you have 119 00:08:26.319 --> 00:08:28.759 someone, let's call them a suspected champion or a coach, right because I 120 00:08:28.800 --> 00:08:31.960 think if you're missing one of the three legs of that stool, you know, 121 00:08:33.039 --> 00:08:35.840 power and influence, bested interest or selling on our behalf, then you're 122 00:08:35.879 --> 00:08:39.039 a coach, right because you're you're still helping your seller. So let's say 123 00:08:39.080 --> 00:08:43.679 you have a coach or stakeholder was positive about what you're doing, it's possible 124 00:08:43.720 --> 00:08:48.559 to help them gain power and influence. Sometimes power and influence comes from access 125 00:08:48.600 --> 00:08:52.360 to information and resources that nobody else has. So if you're selling into a 126 00:08:52.399 --> 00:08:56.960 situation where you feel like you're suspected champion doesn't have enough power and influence. 127 00:08:58.000 --> 00:09:01.480 What can you do for them? Give them access to maybe resources from your 128 00:09:01.519 --> 00:09:05.240 company, information, industry insights, you know, what are the things you 129 00:09:05.279 --> 00:09:09.279 can give them to build their credibility inside the organization and therefore build their power 130 00:09:09.320 --> 00:09:13.679 and influence. That's a perfectly valid strategy. If you don't quite know what 131 00:09:13.720 --> 00:09:20.240 their vested interest is in your solution, then have more conversations with them and 132 00:09:20.279 --> 00:09:22.799 find out what are they trying to accomplish personally and professionally. I think sometimes 133 00:09:22.840 --> 00:09:26.919 in discovery we rush too quickly to why you should buy from us, and 134 00:09:28.000 --> 00:09:31.159 we don't spend enough time on building rapport with the champion and saying, tell 135 00:09:31.200 --> 00:09:33.720 me a little bit about what you're just trying to achieve personally and professionally. 136 00:09:33.759 --> 00:09:37.399 Right, You've got to build some report to get to that point. But 137 00:09:37.000 --> 00:09:41.399 that report building is actually a lot easier earlier in the sales cycle than it 138 00:09:41.440 --> 00:09:43.720 is later. The later in the sales cycle, we try to build rapport 139 00:09:43.720 --> 00:09:46.679 with a potential buyer, a champion, an economic buyer, a tech buy 140 00:09:46.720 --> 00:09:50.559 wherever they are. The more on the defensive they are, because now they're 141 00:09:50.559 --> 00:09:54.039 starting to feel like, Wow, they're just trying to build report me because 142 00:09:54.080 --> 00:09:56.600 now they're going to make the ask. They want to close, they want 143 00:09:56.600 --> 00:09:58.240 it negotiates on. Now. Oh, now they're interested in my hobbies and 144 00:09:58.320 --> 00:10:03.759 my personal background and my professional goals. So do that earlier in the sales 145 00:10:03.799 --> 00:10:09.679 process and just try to figure out what is it about your solution that gives 146 00:10:09.720 --> 00:10:13.159 this person an actual win, so that they feel like they've got some inner 147 00:10:13.159 --> 00:10:18.240 motivation to go push forward. Internally, the selling on our behalf. Honestly, 148 00:10:18.279 --> 00:10:20.720 I think that's the easiest part of it, and I think that's why 149 00:10:20.039 --> 00:10:24.919 eighty to ninety percent of champions listed in every CRM in the world are not 150 00:10:24.039 --> 00:10:28.600 champions, because that's how most sellers gauge it. Well, you know, 151 00:10:28.639 --> 00:10:30.960 they're selling on our behalf. They've said some things for us, they've done 152 00:10:30.960 --> 00:10:33.679 a presentation for us, they've brought us in. So if you're a seller, 153 00:10:33.879 --> 00:10:37.960 focus on those other two points, the power and influence and the vested 154 00:10:37.000 --> 00:10:43.480 interest in your success. So whoever you've already established a relationship with dig deeper, 155 00:10:43.879 --> 00:10:46.720 figure out those two other elements. Now to the other point you made, 156 00:10:46.759 --> 00:10:50.120 which is should we look for someone else? We should always be looking 157 00:10:50.159 --> 00:10:56.159 for someone else, right. I think you know the old ABC's of selling 158 00:10:56.240 --> 00:11:01.279 right in some of those cheesy movies that we used to see, Always be 159 00:11:01.320 --> 00:11:03.840 closing, right, That's such nonsense. It drives me nuts when I see 160 00:11:03.879 --> 00:11:07.240 it. But I think there are a new set of ABC's. Always be 161 00:11:07.320 --> 00:11:11.200 connecting, Always be connecting with people in an organization, as you never know 162 00:11:11.240 --> 00:11:15.879 who might turn into a champion now or down the line. So just be 163 00:11:15.919 --> 00:11:18.039 a collector of people, right, Just meet as many people as you can 164 00:11:18.120 --> 00:11:24.320 in an organization. You can always kind of identify people that should be champions 165 00:11:24.360 --> 00:11:28.480 by looking at our own influence invested interest. So you look at an organization 166 00:11:28.399 --> 00:11:31.879 and you think, well, that VP over there seems like if I can 167 00:11:31.919 --> 00:11:35.879 get in front of them, they've got a personal mission to accomplish X, 168 00:11:37.000 --> 00:11:39.559 Y or Z, our solution can help them get that. I can latch 169 00:11:39.559 --> 00:11:43.799 onto that vested interest they have in the problem and the unique way we solve 170 00:11:43.799 --> 00:11:48.080 it. Now, I've got one leg of the stool, right, and 171 00:11:48.120 --> 00:11:52.120 now let's figure out that does that VP have powered influence in the area that 172 00:11:52.120 --> 00:11:54.759 I'm trying to sell into And can I convince them to sell on. My 173 00:11:54.840 --> 00:11:58.240 behalf does an old saying, it's like, start with where you are, 174 00:11:58.279 --> 00:12:01.840 with what you have, do what you can. So whoever you have now 175 00:12:01.919 --> 00:12:05.240 is listed as your champion, dig deep into them, but then open your 176 00:12:05.320 --> 00:12:09.080 lens and say, well, ELSEO in your organization could be a champion. 177 00:12:09.480 --> 00:12:13.799 Maybe the person you have as a champion now will introduce your other folks because 178 00:12:13.840 --> 00:12:16.799 you know what, that might build their credibility and their power internally by saying, 179 00:12:18.399 --> 00:12:20.440 I've got this great solution provider, they've got great insights in the industry. 180 00:12:20.519 --> 00:12:24.120 Let me bring them in and show you what I have been able to, 181 00:12:24.399 --> 00:12:28.679 you know, kind of unveil by working with this outside solution provider, 182 00:12:28.720 --> 00:12:35.639 this seller. So I think it's never too late to find more people to 183 00:12:35.799 --> 00:12:37.840 target. I do think the lady you do it in the sales cycle, 184 00:12:37.879 --> 00:12:41.679 the harder it is to make that genuine connection with someone where they might actually 185 00:12:41.679 --> 00:12:45.960 help you at the end. So, and the end of the deal is 186 00:12:46.000 --> 00:12:48.759 usually where they all slip, right. I mean it's like we're all very 187 00:12:48.759 --> 00:12:52.279 confident until we hear no, and then you know, your manager looks at 188 00:12:52.279 --> 00:12:56.720 you and says, you said this was the champion. Yeah, but they 189 00:12:56.919 --> 00:12:58.919 really have a vested interest in my outcome. Right, they have power, 190 00:13:00.480 --> 00:13:03.399 but they were just trying to solve a problem. That brings me to the 191 00:13:03.399 --> 00:13:07.639 point I was going to say, there's no reward, like if you're using 192 00:13:07.679 --> 00:13:11.679 medic for example, for checking that champion box in the CRM, either literally 193 00:13:11.759 --> 00:13:16.279 or figures like say like I got one, I got one, yeah, 194 00:13:16.440 --> 00:13:20.879 right, And the more discerning you are, or the more particular you are 195 00:13:22.080 --> 00:13:26.519 on really calling out a champion, the better your deal will be for it, 196 00:13:26.559 --> 00:13:30.919 the more helpful it'll be to you. Yeah, it's kind of like 197 00:13:30.960 --> 00:13:35.320 buying insurance. Right, nobody wants to buy insurance. I just had to 198 00:13:35.320 --> 00:13:37.159 buy some insurance. I don't want to buy insurance, but you need it. 199 00:13:37.159 --> 00:13:39.120 You got a car, you got a house, you got a spouse, 200 00:13:39.320 --> 00:13:43.240 you got to have insurance. Right, But later on, when you 201 00:13:43.279 --> 00:13:46.320 need it, you're like, thankfully I bought insurance when I did, right. 202 00:13:46.519 --> 00:13:50.960 Same thing with a champion. Nobody wants to spend all that extra time 203 00:13:50.039 --> 00:13:54.879 figuring out is this champion really a champion. We almost treat it like a 204 00:13:54.919 --> 00:13:56.360 bingo card. Right, I got the M, I got the E, 205 00:13:56.519 --> 00:13:58.799 I got the d D. You know, I got the I I got 206 00:13:58.799 --> 00:14:03.120 the you to see bingo, right, I should win this deal. So 207 00:14:03.799 --> 00:14:07.639 that's very quantitative. But what I'm saying is, let's take a qualitative look 208 00:14:07.080 --> 00:14:11.279 at the champions. Develop them early, buy that insurance early, so that 209 00:14:11.399 --> 00:14:16.080 later on when the deal gets hard to close, because now we're talking about 210 00:14:16.159 --> 00:14:22.080 actual numbers and prices and fees and implementation plans. Right when things get hard 211 00:14:22.240 --> 00:14:26.679 later is when you need your champion to rise up and say we got this 212 00:14:28.240 --> 00:14:31.600 right. But that's where most champions fall short because they ain't got this. 213 00:14:33.000 --> 00:14:35.360 They don't have the power, they don't really have that invested interest of a 214 00:14:35.399 --> 00:14:39.480 solution in your solutions, so they don't really want to at the end of 215 00:14:39.480 --> 00:14:43.039 a deal put themselves on the line. So the earlier in the process you 216 00:14:43.120 --> 00:14:46.480 develop them, the more that you develop, right, never be satisfied with 217 00:14:46.480 --> 00:14:48.759 the hand that you're dealt. The more that you the more champions or champions 218 00:14:48.799 --> 00:14:52.240 in waiting or coaches that you can develop, the better. And again, 219 00:14:52.279 --> 00:14:58.279 people are much more open to make those connections earlier in the conversation because they're 220 00:14:58.279 --> 00:15:01.039 not on the defense of a feeling. All right, it comes to close. 221 00:15:01.679 --> 00:15:03.799 Now I gotta clam up. I can't really tell them too much. 222 00:15:03.879 --> 00:15:07.480 So I think just always being mindful of that. And if you're in management, 223 00:15:07.559 --> 00:15:09.720 if you're a sales leader, I think the best thing you can do 224 00:15:09.759 --> 00:15:13.960 when a seller says they have a champion, don't just say great, let's 225 00:15:13.960 --> 00:15:18.639 move on to the decision process or the decision criterion. Let's talk about that 226 00:15:18.720 --> 00:15:22.159 champion. Right, Pause for a man to talk about the champion. Tell 227 00:15:22.159 --> 00:15:24.279 me what you know about them personally and profession Really dig into it as a 228 00:15:24.360 --> 00:15:30.000 leader, because your sellers are going to follow your lead. Right. I 229 00:15:30.000 --> 00:15:33.559 think a lot of sales managers sometimes see the name in the CRM field they're 230 00:15:33.600 --> 00:15:35.720 like, oh, thankfully they got a champion listed. Right. So when 231 00:15:35.759 --> 00:15:39.679 my manager says, do they have a champion, I can say, yep, 232 00:15:39.799 --> 00:15:41.919 I saw it in the CRM. I want you to be supportive of 233 00:15:41.919 --> 00:15:46.000 yourselves, but I want you to be skeptical of what they say in terms 234 00:15:46.000 --> 00:15:48.679 of champions and economic buyers and tech buyers, right, but especially champions, 235 00:15:50.240 --> 00:15:52.960 they are the most important. You can have a deal closed without a champion. 236 00:15:52.039 --> 00:15:56.279 It happens every day, right, but man, it's so much easier 237 00:15:56.320 --> 00:15:58.360 if you have a champion, and the deals are bigger and the deals are 238 00:16:00.039 --> 00:16:03.440 go a lot smoother, right, and then there's a lot more upsell opportunity 239 00:16:03.440 --> 00:16:06.720 if you work with a true champion. So I really think people need to 240 00:16:06.720 --> 00:16:08.840 spend a little a long time on that. Yeah. Yeah, And you've 241 00:16:08.919 --> 00:16:14.879 given us some different things to think about as it relates to champion and really 242 00:16:14.960 --> 00:16:18.639 kind of peeling back the onion a little bit in that important role in our 243 00:16:18.799 --> 00:16:23.279 prospect accounts. Fully, always appreciate your perspective. Thank you, Rachel. 244 00:16:23.440 --> 00:16:26.360 I'm always happy to come on these calls, as you know. Just one 245 00:16:26.399 --> 00:16:30.919 final thought. I've said this a couple of times with opportunity coaching sessions that 246 00:16:30.960 --> 00:16:33.759 I've done, and I've mentioned on some workshops I've done, I think every 247 00:16:33.879 --> 00:16:37.440 organization could afford to do a little bit of a champion's amnesty. Yeah. 248 00:16:37.639 --> 00:16:41.720 I think what I mean by that is take open up a period of time 249 00:16:41.960 --> 00:16:45.919 and take every champion's name out of the CRM and only let people put names 250 00:16:45.960 --> 00:16:52.440 back in the CRM if they can make the argument that they actually have those 251 00:16:52.440 --> 00:16:55.840 three legs of the stool. Right. So this is where I think a 252 00:16:55.879 --> 00:16:57.879 lot of times our ego doesn't let us do that, right, We're afraid 253 00:16:57.919 --> 00:17:00.559 to admit that we get a lot of champions listen that are not really champions. 254 00:17:00.600 --> 00:17:03.879 But it's kind of nice to have all those names in the CRM. 255 00:17:03.359 --> 00:17:07.960 But if you're a sales leader, just step back for a moment and say, 256 00:17:07.960 --> 00:17:11.839 all right, let's just review. Let's spend a month just reviewing everyone's 257 00:17:11.920 --> 00:17:15.599 champion with no penalty for people that have champions that are not truly champions. 258 00:17:15.720 --> 00:17:18.039 I think that's the key. It is like saying this, it's not bad 259 00:17:18.079 --> 00:17:22.960 if you have someone listen who's not truly a champion. Let's figure out how 260 00:17:22.000 --> 00:17:25.759 we make them a champion, or let's figure out how we go find the 261 00:17:25.759 --> 00:17:30.200 actual champion on this account. So champions amnesty, I think would be something 262 00:17:30.359 --> 00:17:33.359 I would love to start promoting a little bit more amongst organizations. There we 263 00:17:33.400 --> 00:17:37.519 go. Thanks for having me on because I love this topic. As you 264 00:17:37.559 --> 00:17:40.799 can tell. All right, thank you so much, and thank you to 265 00:17:40.839 --> 00:17:45.759 all of you for listening to the Audible Already Sales podcast. At Force Management, 266 00:17:45.799 --> 00:17:51.400 we're focused on transforming sales organizations into elite teams. Are proven methodologies, 267 00:17:51.440 --> 00:17:56.440 deliver programs that build company alignment and fuel repeatable revenue growth. Give your teams 268 00:17:56.440 --> 00:18:00.920 the ability to execute the growth strategy at the point of sale. Our strength 269 00:18:02.039 --> 00:18:06.319 is our experience. The proof is in our results. Let's get started. 270 00:18:06.599 --> 00:18:11.799 Visit us at forestmanagement dot com. You've been listening to the Audible Ready podcast. 271 00:18:11.119 --> 00:18:15.759 To not miss an episode, subscribe to the show in your favorite podcast 272 00:18:15.759 --> 00:18:17.119 player until next time.