Empower Your Champions to Sell When You’re Not In the Room
Автор: Ian Koniak Sales Coaching
Загружено: 2025-08-12
Просмотров: 530
Webinar Replay: https://www.untapyoursalespotential.c...
One of the biggest lessons I teach is that you ALWAYS need to be working directly with decision makers if you want to close more deals.
However, oftentimes your champion is not the final decision maker, and if they don’t know how to sell internally your deal is at risk.
The biggest challenge is that most champions don’t work in sales, and may not have the knowledge, influence, or communication skills that you do. So your value proposition can get lost in translation.
The second challenge is that they often get caught in the weeds, rather than focusing on the big picture. If they are discussing product features and technical capabilities instead of business problems and desired outcomes, their executive team won’t care.
I recommend using Executive Memos to help your champion position the high level benefits of the solution, the problem it solves, and the desired outcomes their company will realize.
If you want a fantastic book on this subject, check out The Challenger Customer, one of my all time favorites!
In the meantime, I’ve created a Champion Selling Aid which you can use to draft an Executive Memo for your Champions to socialize and sell internally.
Best of all, you can now use ChatGPT 5o to create the Executive Memo for you. Here’s the exact prompt that I use:
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Empowering Champions to sell internally using an Executive Memo (Champion Selling Aid)
ChatGPT 5o prompt
I’m working a deal where my internal champion needs to gain support from senior stakeholders who are not yet directly involved in the evaluation.
Based on the following inputs (structured in the format of the Fierce Conversations Beach Ball Form), please create a clear, executive-level internal memo that the champion can share internally to advocate for moving forward with the solution.
The memo should be written in first-person as if it’s coming from the champion, and should summarize:
The core issue or opportunity being addressed
Why this is strategically important for the company
The ideal outcome or benefits they hope to achieve
Key context and progress to date
Options that were considered and why this vendor/solution was chosen
A specific ask or recommendation to the senior team
The tone should be:
Executive-friendly and outcome-focused
Direct, concise, and persuasive
Clearly showing alignment to business goals or cross-functional priorities
Please use the Beach Ball Form format as a guide (see below), and ensure the memo flows in a logical, easy-to-digest format.
✳️ Beach Ball Form Inputs (To Copy/Paste into the Prompt):
The issue is: [insert]
It’s significant because: [insert]
My ideal outcome is: [insert]
Relevant background information: [insert]
What I have done up to this point: [insert]
Options I am considering: [insert]
The help I want from the group is: [insert]
In today’s training, I walk you through exactly how to empower your champions to sell when you’re not in the room, and how to use AI to create an Executive Memo they can use to sell internally.
PS - This prompt is part of a 17 page ChatGPT prompt library that I recently developed to help you fully leverage AI to sell more impactfully and efficiently. If you want to get the full library, be sure to watch the replay of the AI Masterclass below:
Webinar Replay: https://www.untapyoursalespotential.c...
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