Summary: Are you Married to your Champion ? Most sales people think that they have champions when in fact they do not. But, if they truly have one - remember that situations change. Your sales people may be afraid to go around them if they lose power within the organization. As soon as you hear the phrase "I'm all you need - you don't need to talk with anyone else" it's a flag. Even if you have a champion, you can get too close to that champion but never be able to go elsewhere in that account. Now's the time to bring in some boss power. Triangulate the situation. Ask your champion to introduce your boss to his boss, and offer to set the meeting details yourself. Don't spend time on a deal that can't close. Just be because you have a great relationship does not mean that you need to continue in a marriage that's gone sour. Tim and Steven talk about how managing your champion will enhance your sales performance.
