Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episode, Pouli clarifies a number of misconceptions commonly held by reps related to Champions, and he offers advice to help set you on the right track. Points of discussion include:

• Why reps often think they have a Champion when they do not.
• Indicators that you have a true Champion, and questions to help you determine whether someone is a Champion.
• How to move forward in your relationships with those you have come to realize are not truly Champions.
• The concept of “Champions Amnesty.”

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Building Champions for Life | Ascender Course
• Validating Champions | Ascender Course
• Building Rapport Through Virtual Channels | Ascender Course
• Executing Your Discovery Strategy | Ascender Course
• Ascender’s Best Content on Discovery | Ascender Article
• Ascender’s Best Content on Champions | Ascender Course
• Commonly Asked Questions About Champions | Podcast
• Aligning With Your Champion | Podcast

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