Life of an enterprise champion
It’s important to remember that champions are people, and their behavior and decisions are shaped by their environment. To effectively enable and develop champions, you need to understand the realities of life inside the enterprise.
Here are a few key things to keep in mind:
1. The Handshake Overhead
As a company grows, so does the volume of internal communications. This can make it difficult to keep track of who is involved in the decision-making process. By selling with champions, you can influence how a company communicates internally and stay on top of questions like:
How many people are truly involved in approving this deal?
What handshakes still need to happen before closing?
2. Enterprises Have an Extreme Allergy to Failure
In the enterprise, failure is not an option. Employees are often more concerned with avoiding failure than pushing projects forward. This means that your champion’s personal financial situation is rarely linked to your particular deal, and the importance of any one sales meeting may be diluted for them.
It is important to consider selling your solutions in bite sizes breakdown where each option’s pros and cons are clearly laid out for their decision-making. And to understand from your perspectives why some cons are necessary for the big picture ahead!
3. Titles Are a Big Deal
Titles are a way of bestowing and deploying power within the enterprise. Senior executives hold more power and can help sway the opinions of others. It’s important to understand how titles play a role in decision-making and use them to your advantage when crafting narratives.
By understanding the realities of life inside the enterprise, you can better enable your champions and move deals forward.
Stay tuned for my next B2B sales article, where I will touch on the ideal buyer’s journey stage by stage.
Disclaimer note:
The opinions expressed in this post are those of the author. They do not purport to reflect the opinions or views of ThinkLogic Media Group or any company and their associates.
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