Build committed champions who fight for your deals internally when you're not in the room
❤️ Creating & Testing Highly-Engaged Champions
Champions need to see they're better off working with you, than without you.
Plus, if you create a better buying experience than reps selling your competition, you'll boost your win rates.
So here are some pro tips to stand out and engage your champions.
💬 6 Phrases & Tips For Co-Creating with Champions
1/ Create high-quality content that looks and sounds like them:
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Add content sources to Fluint to draft content using their words.
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Use a simple framework with 3 - 4 sections. More than this, and it can get cluttered.
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Focus your media and product designs on primary use cases, not everything.
2/ Next, introduce the value of your workspace during your conversation:
This can sound like sharing:
"You mentioned wanting to share about our project with your CMO, so I'll plan to start up our business case, with a simple executive summary.
Anything in particular you want to make sure we add there? And would you be open to sharing feedback on a handful of questions by Friday afternoon if I tag you in them?"
3/ Don't wait. Start a draft right after your first discovery conversation:
You may just have a simple set of problem statements after a first call inside your workspace. That's totally fine, and it shows:
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You heard what your buyers had to say
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The right framing for your demo and next conversations
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A starting place, to build out more business case content over time.
Most reps try to “present” something final instead of drafting early. Don't do that.
By the way, that first comment is always the hardest. But it’s also a game changer.
When others see their team working with you, they’re more likely to join in. Try grabbing that first comment live on a call with your champion to make sure:
4/ Create context for demos & future meetings with new contacts.
Do this by starting and ending every meeting by sharing your workspace and asking something like:
“Here’s what I’m understanding from my last calls with [ first contacts ]. What should we change, or add in here, from your perspective?”
5/ Stage your workspace with specific questions:
Callout specific places with annotated comments you'd like input on. Don't share general questions like, "Any thoughts?"
6/ Leverage threads & notifications to keep deal momentum high.
"Hey @Jeni, is this the right way to frame our use case for John in the next meeting?"
You'll get an email notification after each reply or new comment in your workspace. You can also bring in other members of the buying team to keep track of action items:
"@Wayne, Since you've been deep in the data, could you help us figure out how many users this issue impacted last month?"
📝 In-Depth Reading on the Build-Test Loop
For more best practices, checkout this in-depth article on the Fluint blog:
Still have questions? Check out this Getting Support article.