The handoff
Help Your Champion Sell When You're Not in the Room.
Your champion shouldn't have to recreate your pitch from memory.
Your champion may understand the problem, believe in the solution, and want the project to move forward. Then someone asks, “Why should we buy this?” And the seller isn't there.
Champion Enablement is about giving that internal advocate better tools to carry the business case forward.
What is Champion Enablement?
Champion Enablement is the practice of equipping an internal buyer advocate with the information and communication assets needed to explain, share, and support a proposed solution inside their organization.
Some of the most important sales conversations happen without the salesperson.
The champion's job
A champion may be asked to do all of this while still doing their actual job.
- Introduce the solution to another stakeholder
- Explain the business problem and the proposed approach
- Answer questions and explain what is different
- Defend the investment and connect the project to organizational priorities
- Bring new people into the evaluation and keep momentum
Interest doesn't automatically create sales expertise.
A champion can strongly support a project without being able to reproduce the seller's presentation. The seller may have years of product experience, competitive knowledge, customer examples, and a carefully built narrative. The champion does not acquire all of that by attending a meeting.
Champion enablement is not more homework.
The answer is not “Here are twelve documents. Good luck.” A champion is already busy. Useful enablement reduces the effort required to communicate the business case, so the story is easier to understand, share, explain, and revisit.
A forwarded deck makes the champion become the narrator.
When a sales presentation is forwarded, the slides travel and the spoken explanation often does not. The champion can forward the deck without context, or try to recreate the explanation. There is a third option: let the explanation travel with the presentation.
What good champion enablement can include
The aim is the right asset for the next internal conversation, not a pile of material.
- A narrated sales presentation
- A concise business-case summary
- Relevant customer evidence, when you have it and it is approved to share
- Answers to questions other stakeholders are likely to ask
- An executive summary, an implementation explanation, or the financial rationale
- Clear next-step guidance
A stronger asset can reduce the conditions that lead to Value Decay.
When a champion has something better to share, later stakeholders can get more of the business context from earlier in the sale. That does not guarantee the deal. It gives the story a better chance of staying intact.
Champion Enablement is one part of Buyer Value Reinforcement.
Buyer Value Reinforcement asks how the business value survives the buying process. Champion Enablement asks how we help the person carrying the story inside the account.
Learn About Buyer Value Reinforcement →
Learn About Message Value Drift →
Give your champion the pitch you'd give if you were still in the room.
PitchStudio turns the sales presentation you already use into a narrated video. The champion remains the internal advocate. They get a shareable version that contains more of the original explanation, instead of having to reconstruct the meeting.
Persuasive Pitch for Sales Professionals →
Related
Give your champion something better than a deck to forward.
Bring a sales presentation you already use. We'll show you how Persuasive Pitch can turn it into a narrated experience your champion can carry into the buying organization.
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