Summary: How To Know if You have a REAL Champion Most sales people think that they have champions when in fact they do not. Champions simply sell for you when you are not there. Valuable as they might be, sponsors, coaches and advocates are valuable but they are not and can not be champions in the account - because they are below the power line and they can't buy. As soon as you hear the phrase "you didn't hear it from me" it's a flag. Nice people, good intention, maybe good information but definitely not a champion. A sponsor will push for meetings, are known as influencers in the organization and will on occasion advocate for you. But if they are below the power line they have no role as a true champion. A champion must have power, must have influence and hold budget power. But you must confirm with the question that Tim shares in this episode: "Will you be my champion ? " Tim and Steven talk about how email can be used to enhance your sales performance.
