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Who's your Champion?

Posted Monday, July 27, 2015 by Lisa D. Magnuson, Founder & CEO, Top Line Sales.

Do you have a champion in your key accounts? You know, the person that gives you a heads up on important company matters that might affect your business. Also known as a sponsor, supporter, or friend, this person is your advocate.

The champion relationship ranks as essential. It’s right up there in importance with your executive contacts and decision makers. Without a champion you can miss critical insights into game changing decisions, organizational shifts, potential new opportunities, and candid feedback. Top sales people can recount many sales situations where having an internal sponsor made the difference between winning and losing - sometimes equating to millions of dollars of top line revenue.

CULTIVATE THEM

Once identified, keep all channels of communication open on an ongoing basis. Phone, email, drop by when you’re in their area (if appropriate), coffee, and lunch are all good opportunities for information exchanges.

Ask open-ended questions such as:

Be respectful of the relationship. Avoid asking for information that would be inappropriate for your champion to share. Show appreciation for all their help and insights and look for suitable ways to return the favor.

Good luck as you reap the benefits of greater client intelligence, leads and referrals, and the assurance of knowing that you’re “in the know” with your most important, TOP Line Account™ clients.