The Champion Approach: The Sales Notebook facilitates strong champion development, curating bullet-proof business cases to close more sales. 

HOW IT WORKS

Contact | Role (Coach or Champion): Who is your contact and what role will they play in your deal? Identify a Coach vs a Champion early in the cycle. Otherwise, your deal will likely die a slow and painful death. 

Call Goals: It’s your deal and your call. Enter every conversation armed with at least three desired outcomes. This will ensure that you drive the conversation with the customer and not the other way around.

Potential Risks: Every sales cycle contains risks. Track them to mitigate or contain them. 

Functional Requirements: Uncovering the pain points of your customer is the foundation of every deal. To close the deal efficiently, you must continuously align on these requirements throughout the cycle with the customer to set expectations and hold both parties accountable. Don't let your deals fall apart because requirements changed mid-cycle. 

Business Requirements: In the current market, no deal will be signed off without the cost-benefit or ROI for the product. Capture proven metrics and measure them against the benefit of your product to lock in the CFO or Economic Buyer.

Key Stakeholders: Build relationships with 3+ people within the organization to strengthen your positioning with the customer. Additional contacts may offer an opportunity to go around your coach should they prove to be a blocker. 

Timeframe | Next Steps: Determine and continuously align on the customer’s timeframe to effectively drive next steps and predict the cycle’s cadence.  Should the timeframe shift or change, this is an opportunity to negotiate an introduction to a more senior individual within the organization.