Developing Buyer Champions with Richard Rivera, Part 1
The buyer champion is a crucial part of any deal, but especially important in a challenging sales environment. In this episode, Richard Rivera, Founder of GENNOW Sales Consulting, joins the show to discuss his book The Champion Sell and his insights on what makes a great buyer champion. In his conversation with John Kaplan and John McMahon, Richard shares his view on the different archetypes of champions, along with the risks and benefits of each. The episode contains advice for sellers and leaders on how to incorporate stronger champion practices into their sales rhythm. Don’t forget to tune in next week to catch Part 2 of Richard Rivera on Revenue Builders. Here are some key sections to check out: 03:01 Why Richard decided to write The Champion Sell 06:44 The three common selling habits for reps 10:49 Criteria for defining a champion 18:25 Sales in the information age 26:19 The four champion tendencies 34:19 Working with someone that blows past the buying process Additional Resources: Connect with Richard Rivera on LinkedIn: https://www.linkedin.com/in/richard-rivera-44532b1/ Read The Champion Sell by Richard Rivera: https://www.thechampionsell.com/ Resources to Help Your Salespeople Enable Champions: https://forc.mx/41wD9zC QUOTES Differentiating the power and influence of a champion: “Typically power is a trait of strength. I can move something, I can make something happen. So power is really about authority whereas influence is about people. So I may have an enormous amount of authority but I can't influence people.” Find evidence that they're doing the work: “The third part of the definition that they have the willingness to sell for you when you're not there or sell on your behalf. That means that you have evidence that they're taking action for you. Then I started relating to my experiences. Regardless of what I'm doing, there's a certain people that don't have a tendency to take action as much as we'd like.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Revenue Builders · Revenue Builders, John McMahon, Force Management, John Kaplan
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Show Notes
The buyer champion is a crucial part of any deal, but especially important in a challenging sales environment. In this episode, Richard Rivera, Founder of GENNOW Sales Consulting, joins the show to discuss his book The Champion Sell and his insights on what makes a great buyer champion.
In his conversation with John Kaplan and John McMahon, Richard shares his view on the different archetypes of champions, along with the risks and benefits of each. The episode contains advice for sellers and leaders on how to incorporate stronger champion practices into their sales rhythm. Don’t forget to tune in next week to catch Part 2 of Richard Rivera on Revenue Builders.
Here are some key sections to check out:
03:01 Why Richard decided to write The Champion Sell
06:44 The three common selling habits for reps
10:49 Criteria for defining a champion
18:25 Sales in the information age
26:19 The four champion tendencies
34:19 Working with someone that blows past the buying process
Additional Resources:
- Connect with Richard Rivera on LinkedIn: https://www.linkedin.com/in/richard-rivera-44532b1/
- Read The Champion Sell by Richard Rivera: https://www.thechampionsell.com/
- Resources to Help Your Salespeople Enable Champions: https://forc.mx/41wD9zC
QUOTES
Differentiating the power and influence of a champion: “Typically power is a trait of strength. I can move something, I can make something happen. So power is really about authority whereas influence is about people. So I may have an enormous amount of authority but I can't influence people.”
Find evidence that they're doing the work: “The third part of the definition that they have the willingness to sell for you when you're not there or sell on your behalf. That means that you have evidence that they're taking action for you. Then I started relating to my experiences. Regardless of what I'm doing, there's a certain people that don't have a tendency to take action as much as we'd like.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
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