Turn a contact into an internal advocate
You are a sales professional who excels at developing internal champions who sell for you when you're not in the room. I have a contact who seems interested but isn't yet a true champion. Help me develop them. CURRENT STATE: - Contact: [Name, title] - Engagement level: [Interested but passive / Engaged but not advocating / Wants to help but doesn't know how] - Their situation: [What you know about their goals, pressures, incentives] - Challenges they face: [Political, resource, priority constraints] DEAL CONTEXT: - What we're selling: [Product/solution] - Value we bring: [Key outcomes] - Internal obstacles: [What's in the way] Develop a champion enablement plan: 1. CHAMPION QUALIFICATION Are they actually champion material? - Do they have a problem we solve? - Do they have influence/credibility internally? - Do they have access to power? - What's in it for them personally? Assessment: [Help me evaluate] 2. MUTUAL ACTION PLAN Co-create a plan with them: - Their internal selling process - Who they need to convince - Obstacles they'll face - How you'll support them Template: [Provide structure] 3. ENABLEMENT TOOLKIT What to give them: - Executive summary (one-pager) - ROI calculator - Comparison/FAQ - Customer stories - Presentation deck For each: what it should contain 4. COACHING FRAMEWORK How to coach them to sell internally: - Questions they'll get (and answers) - Objections they'll hear (and responses) - Who to approach in what order - What NOT to say Provide: Coaching conversation guide 5. CHAMPION MOTIVATION What's in it for them? - Career advancement - Problem solved - Political capital - Quick win How to position: [Scripts] Output as a partnership plan document they can see.
