After conducting hundreds and hundreds of deal reviews, one of the biggest mistakes I have seen in working opportunities when it comes to dealing with the contacts in an account is confusing the difference between a coach and a champion. The difference is rather quite simple but often misunderstood. Today, we will cover how to tell whether you have a coach or a champion.
One of the clearest illustrations of a coach vs. a champion is the picture we have at the top of this blog. Here we see a coach talking, encouraging, and guiding his boxer while he is in the ring getting ready to fight his opponent. The fighter, well, he is the one in the ring, who will actually fight, who will take guidance and implement it while in the ring. That is the real difference. A coach guides you, helps you see things from a different perspective that you might not be able to see and encourages you. The champion will actually fight on your behalf, they will actually step into the ring.
How can you tell if you have a coach or a champion?
The best way to tell if you have a coach or a champion is to test them. Give them a task, request that they do something that sells on your behalf, publicly communicate that your solution is the best solution, and does this while you are not in the room. If they are not comfortable doing so, then you have a coach. Coaches are not bad. Coaches are necessary for your accounts but Champions are the ones that will help you get the deal over the finish line and will help you get that knockout.
Not All Champions are Equal
The last piece of advice I want to leave you with is that all champions are not created equal. As important as knowing and arming your champion is, it is equally important to know who your competitors' champion is. Why? The strongest champion, the one with the most power, leverage, authority, and influence, will win. Know your competitors' champions and compare them to yours, and if yours is weaker, find another one.
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