Webinar • Jul 25, 2024

Building Champions Who Will Get The Deal Done For You

Joe McNeill, Chief Revenue Officer at Influ2, joins the 30 Minutes To Presidents Club Podcast to talk about identifying and building great deal champions in B2B sales.

Speakers

Joe McNeill

Chief Revenue Officer at Influ2

Armand Farrokh

Founder of 30 Minutes to President's Club

Nick Cegelski

Founder of 30 Minutes to President's Club

Key Points

[00:00]	Intro
[01:11]	On qualifying the buying process
[02:51]	Why salespeople should block their time
[03:51]	How to listen, diagnoze & ask
[05:31]	On building champions
[07:42]	How to get to the right person
[10:08]	How to use the last five minutes of the meeting to your advantage
[14:30]	Champions discovery recap
[15:55]	How to marry the champion’s case with the business case
[18:10]	Business case vs executive pain
[21:02]	Troubleshooting
[22:52]	Working with hesitation
[24:32]	Bad habits salespeople need to break
[25:37]	60-second recap

Transcript

Good morning, everybody, and welcome to this episode of 30 Minutes to President's club. My name is Armand Farrokh, and I'm here with my co-host, Nick Cegelski. And today we have the one and only CRO over at Influ2. He is Joe McNeil and he's teaching to build champions today. Nick, why should people listen?

Joe talks about, in the last couple minutes of a conversation with a contact, champion, a person at a company you're trying to sell to, how to actually understand are they a champion or not? What to do if they are, and what to do if they're not? And how you can start to qualify and understand the path to getting a deal? Which is going to be different based upon the type of person that you're meeting with. Reasons you shouldn't listen to this episode is if every time you meet with someone, they're always a champion, and it's always the exact same identical path to getting a deal done. But my guess is that's not you, and that you should listen to this episode. All right, Joe, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three.

Key takeaways

Silence is okay: Don't be afraid of quiet moments during sales conversations. Use them to gather your thoughts and formulate better questions.

Move past uncooperative contacts: If someone won't connect you with the right person, either figure out what you need to do to earn their support or bypass them altogether.

Build relationships before introductions: When reaching out to potential champions, offer value first. This reciprocity can lead to them introducing you to key decision-makers.

Separate motives: Understand both your champion's motivations and the business's goals. Keep your personal goals confidential and focus on presenting the business benefits to everyone involved.

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