The question is simple, but finding out the answer is sometimes difficult. Do you have a Champion or a Coach? The waters of contacts within your accounts can get pretty muddy, and thinking you have a Champion when you have a Coach can devastate your opportunity.
Today's MEDDIC Monday is straightforward, short, and a bit of a review. We have already covered this topic in depth, so here is the short, sweet version—key points to remember.
Champions
Sell on your behalf.
Have a personal win at stake.
Must be tested (Ask them to do something that shows they are willing to support your solution publicly).
Coaches
Provides you with valuable information.
They can connect you with valuable people.
Share with you what happens behind closed doors.
🔑 POINT - You can have multiple Champion and Coach in an organization.
🔑 POINT - The person with the highest Champion in the organization wins the deal.
Go back to your deal and ask yourself who your Champions and Coaches are, then take it one step further and support your claim with facts. How have they proven themselves in that role?
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