Having strong IT Champions are the most important, yet most overlooked aspect of selling IT SaaS deals.
Why is this?
Well most of the time Sales People think they have a strong deal champion when in actual fact they don’t as simple as that.
To be successful an IT Champion needs to not only be a supporter of the solution you are trying to sell but also must be well-versed in the technical aspects of the product or service being sold, and can effectively communicate its value to both users, budget holders and others in the IT department.
Salespeople would be wise to remember that without a deal champion, there is no deal.
The IT Champion can leverage their existing relationships and networks to generate interest and drive sales within an enterprise. Furthermore, IT Champions help accelerate deals by providing valuable insights and guidance throughout the sales cycle. Their technical knowledge and understanding of internal and often competing priorities and needs can help streamline the decision-making process and overcome any potential obstacles. This can lead to faster deal closures and increased revenue.
Moreover, selling through an IT Champion can contribute to effectively positioning and selling the product or service.
Here are 5 ways to know that you have a deal champion:
The Money Test:
Access to the Economic Buyer
Selling for You
Responsiveness and Support
Personal Stake in Your Success
Here is a little more depth on each of these points:
The Money Test:
A champion plays a crucial role in the success of the purchase decision. They essentially have access or can guide you through the route to money. They not only help build the business justification for the purchase but also act as advocates for the solution within the organization. They will be aware of competing budget interests and are critical in navigating through these. They will therefore need to understand the value that the solution brings and so that they may be skilled in selling this value to internal stakeholders with you. By effectively communicating the benefits and demonstrating how the solution aligns with the organization's goals, a champion can ensure that the purchase is seen as a strategic investment rather than just another expense.
Access to the Economic Buyer:
A true champion is someone who not only has access to the person who holds the budget and can provide access to this individual but also possesses strong relationships with key stakeholders. These relationships enable the champion to effectively communicate the value and benefits of their proposal, gaining support and buy-in from decision-makers. Additionally, a true champion understands the importance of building a compelling business case and can skillfully articulate the potential return on investment to secure the necessary resources. In essence, a true champion is not just a connector, but a persuasive influencer who can navigate the organizational landscape and rally support for their ideas.
Selling for You:
A champion plays a crucial role in promoting the value of your solution within the organization, even when you are not present. They act as your representative, actively selling and advocating for your product or service. Their ability to effectively communicate the benefits and advantages of your solution is invaluable in driving its adoption and success within the company.
Responsiveness and Support:
A champion should respond to your communications promptly and be willing to sponsor you for introductions to key stakeholders. They should also actively engage in promoting your work and advocating for your success. Additionally, a champion should provide guidance and support, offering valuable insights and advice to help you navigate challenges and seize opportunities. Moreover, a champion should serve as a mentor and coach, providing guidance and resources to help you develop your skills and achieve your goals. Ultimately, a champion should be a trusted ally and advocate, consistently supporting and promoting your interests and aspirations.
Personal Stake in Your Success:
A true champion should have a strong vested interest in your success, as your success is their success. They should not only be willing to share internal KPIs (Key Performance Indicators) but also provide valuable insights and guidance to help you navigate the business landscape. Additionally, a champion should proactively introduce you to other key decision-makers and stakeholders, ensuring that you have the opportunity to build relationships and gain support from those who hold the power to make purchasing decisions. Furthermore, an effective champion should be well-versed in the needs and priorities of the economic buyer, who ultimately has the final say in the purchasing process. By having a champion who possesses these qualities, you can greatly increase your chances of achieving success and securing the necessary buy-in for your initiatives.
A True Champion
These indicators can help sales professionals assess whether they have a true champion within the organisation who can help drive the deal to fruition. Sales professionals need to identify individuals who not only have the authority and influence to make purchasing decisions but also possess a deep understanding of the product or service being offered. By collaborating and building strong relationships with these champions, sales professionals can leverage their expertise and insights to navigate complex sales cycles and overcome obstacles. Additionally, having a champion within the organization can provide credibility and support during the decision-making process, increasing the chances of a successful deal. Therefore, sales professionals should actively seek out and nurture these champions, recognizing their value in driving business success.
