We just closed a dream logo for > 2x our average contract value all because we had a TRUE CHAMPION. Here are the behaviors she demonstrated, and 5 ways you can identify a Champion in your upcoming Q4 deals.
1) She had a personal interest
Being less than 6 months into her new exec role, she identified that our solution can directly help her with one of her top 2 initiatives – one of which tied directly to a broader company-wide OKR. Choosing this project and then delivering on it successfully not only helps her, but entire org.
2) She had influence
While new, she worked directly with most of the senior leadership team in the past and they brought her to NewCo. Them recruiting her shows that they trust her and gave her reigns to make major decisions.
3) She sold when we weren’t in the room
She made it clear that we won’t get invited into every meeting to discuss this project. When we weren’t invited, her and the AE worked closely on collateral, business cases, and preparing for the hard questions. The AE made sure she could articulate the value at our level.
4) She wasn’t afraid to deliver bad news and identify risks
Like many deals, we faced hiccups. Champions don’t hide information or run away from risk. Multiple times, she explained potential risks and blockers and developed a plan to mutually get in front of them.
5) She constantly communicated via text and short, unscheduled phone calls
Most of the true selling happens outside of scheduled, group meetings. This champion constantly texted and called our AE with updates, questions that were arising, and guided our deal team when we should get execs involved, who and when to thread-out to, and other ideas to de-risk future blockers.
TAKEAWAY
Hiccups and road blocks will inevitably happen in most deals. If they aren't you likely just don't know about them.
True Champions proactively get in front of risk and lean into it.
If you are unsure if you have a Champion, then you don’t have a Champion....