Make one Champ, then another, then another…

It’s irrefutable that having a Champion on an account can exponentially boost your sales momentum. Two or three Champs pushing with you on the rope can propel you into the TOP 10%.

(If it were only that easy.)

There is no single formula for developing champions; each of your buyers is unique and has different needs and motivations.

After you’ve developed one Champ on an account, develop another.

Follow these guaranteed steps to develop Champs:

1. Ask for small favors; play the incrementality game. Measure relationship strength as you go. Ask what the Champ can and is willing to do.

2. Payback in spades. Concert tix and meals are nice, but making your potential Champ shine inside their org is better.

3. Be specific with what you want. Decide which of these you need going into the favor exchange:

– introductions
– information
– help getting the contract signed
– unlocking internal problems and obstacles

You know how to make friends…that’s not up for debate.

So why watch this wonderfully inspiring TED Talk titled "Meet as Strangers Leave as Friends"?

Because you’re looking for an edge. And, you know that it’s the small stuff that adds up to big returns….like…knowing how to invest in relationships on a meaningful level. Not on a sales level, but a real, human level.

Want those KDMs to turn into Champs? Let John DiJulius inspire you.