Search results

A champion — someone with both power and influence inside the buying circle — can help you create momentum when you’re hitting inertia. But how do you know if your contact is a true champion?

Messaging Frameworks B2B Sales Champions Love

Creating champions helps you build a stronger business case. Co-creating a business case helps you build stronger champions. Here's how both steps work together.

Especially when selling virtually, helping champions articulate your value, in the internal language of the buying team, can make or break a deal.

Make these two shifts that boost your win rates, and align your sales activities with the internal sale your deal champion is managing.

The Enterprise Sales Playbook

Deals hanging by a single thread are risky. But there are wrong ways to multithread, too. Here's the right way to get multithreaded & manage large group dynamics.

​You’ll leave this session with a wildly practical, step-by-step playbook for creating champions who sell when you’re not in the room. Using a business case you both authored together.

The 35-Minute Crash Course: How to Sell With Champions

My career in sales, plus all 95,000 words on this blog, summarized in a short memo with 10 bullet points.