🎶 We are the Champions, my friends... 🎶

We all know the famous Queen song, "We Are The Champions," but this is a different kind of Champion. Today is all about defining what a champion is. There will be many more topics around the Champion, such as techniques for finding a champion, building a champion, testing a champion, and so much more.

For this Monday, we will simply define a champion. A Champion is a person within the organization you are selling to who meets ALL the following three criteria:

1. They have a vested interest, a personal win at stake.

2. They are willing to sell on your behalf in your absence.

3. They guide you to avoid land mines and help plant landmines.

Those are the only three criteria to identify the Champion, if they don't meet all of them, then they are NOT a champion. Keep in mind that there are many people within the organization you are selling to that can meet those two criteria; therefore, the following are true statements about Champions:

• You can have more than one champion in an opportunity.

• Not all champions carry the same influence.

• Typically the person with the strongest Champion wins.

Knowing what a champion is, is the easy part. Finding, nurturing, empowering, building, and protecting your champion is much more difficult and will be covered in future MEDDIC Mondays. While this is a short read this Monday, we would like you to spend extra time running through the Action below.

​ 🎬 Action

---

Perform the following:

1. Pick one of your forecasted opportunities.

2. List out all your contacts in that opportunity.

3. For each Contact, ask yourself if you think they are a champion, if you say yes, answer the following:

   1. Do they have a vested interest, a personal win at stake? What is it?

   2. Are they willing to sell on your behalf when you are not there?

   3. Do they openly share information with you?

4. If you answered "No" to question #3, then ask yourself if they are one of your competitors' champions and which competitor.

Now that you have completed the champion mapping:

• Do you have enough champions?

• Does your competition have more champions?

• Who do you think has the strongest champion?