• Platform
      • Solutions

        Revenue Amplification Platform

        Do it with DealHub

        CPQ (Configure Price Quote)

        Quote complex products

        Contract Management

        Streamline contract signings

        Subscription Management

        Renewal, expansion, & upsell

        Sales Proposals

        Send stunning digital proposals

        Document Generation

        Deliver documents reliably

        Buyer Engagement

        Get real-time tracking

        eSign

        Close contracts online

        Security

        CPQ Implementation & Success

      • Integrations

        Salesforce CRMMicrosoft Dynamics CRMFreshworks CRMDocuSign
  • Revenue Amplification
    • Revenue Operations
      • Optimized Revenue Operations
      • Advanced Revenue Optimization
      • Enhanced Revenue Acceleration
      • Accurate Revenue Forecasting
    • Sales Operations
      • Deliver Sales Enablement
      • Increase Sales Engagement
      • Drive Sales Productivity
      • Maximize Sales Efficiency
      • Implement Sales Automation
      • Accelerate Sales Onboarding
    • What is Revenue Amplification?
    • Revenue Amplification Resources
  • Customers
    • Customers
    • DealHub for Roles
    • DealHub for Industries
  • Learning Center
    • RevAmp Podcast
    • RevAmp Newsletter
    • Guides
    • Videos
    • Infographics
    • Blog
  • Company
    • About Us
    • Careers
    • News
    • Partners
  • Pricing
    • Pricing & Plans
    • Feature Comparison
Talk to Sales
Login

Using Sales Engagement to Turn Your Buyer into Your Partner

Rotem Maman September 4, 2018
Tags: B2B buyers sales engagement Sales Process
Using Sales Engagement to Turn Your Buyer into Your Partner
Share
Share2
Tweet
2 Shares

Every sales process needs a champion; that person on the other side with whom you work to form a strategic alliance. They are close enough to decision-makers to influence the progression of the sales cycle and help your sales representatives successfully negotiate a deal. Because customer champions are stakeholders at the potential buyer’s company, they have unique and unprecedented access to target prospects. They bring to the table the organization’s trust, as well as the power necessary to close deals.

Champions are experts in the buyer’s company; its structure, corporate hierarchy, needs and wants. Most importantly, they want the product or services your sales team is offering – and they know to whom the proposal should be pitched within their company.

Connecting and forging a relationship with customer champions significantly impacts the outcome of your sales team’s efforts, so their stake in the partnership must always be kept in mind. Your champion is not your messenger. He is your partner and should be supported as such.

Form a Partnership with Your Champion Using Sales Engagement

1. Build an alliance

The key to successful sales engagement and P2P (person-to-person) selling is treating your champion as an ally. Instead of presenting your champion with a proposal, and moving on to other prospective customers, work together to present the proposal, closing the deal as a united front. Guide your champion through the selling process, and enlist his help to reach and convert decision makers. Don’t assume they’ll decide to take the deal on the company’s behalf.

2. Help your champion shine

Instead of piling more work on your champion’s already overflowing desk, sell them on the superiority, efficiency, and seamlessness of working with your team to close a deal. Help your champion look good in the eyes of key decision-makers. Provide them with the tools, sales collateral, and data they need to present yours as the best in class solution.

3. Shift towards collaboration

Your champion is your partner in making successful sales. Your sales team needs to change its strategy and attitude from one of selling to one of collaborating. Share resources to help your champion make connections and develop on professional and personal levels.

Bond with your champion to help promote the deal internally and benefit all parties involved. Let your champion help you identify additional stakeholders and decision-makers – then you can work together to understand their interests and pain points.

4. They need your insights

Champions help your sales team get inside the buyer’s head. To do this, they need your valuable sales and marketing insights, the small details on the sales cycle that help champions convince decision-makers to shift from consideration to conversion. Empower your champions, by sharing important insights throughout the sales process; insights they can pass on to other stakeholders and seal the deal.

5. They need your perfect timing

In sales, as in life, timing is everything. To drive decision makers to agree to a proposal, you need to provide champions with the right insights – at the right time. Advances in technology are making it easier and more efficient than ever before to present precise insights to key stakeholders as they emerge.

DealHub is a full sales engagement solution, empowering sellers and buyers to collaborate and make the sales process more productive and effective. By centralizing all deal content in one place, DealHub offers a personalized and organized buying experience that results in shorter sales cycles and increased win rates.

Schedule a demo to see how DealHub can help you win more deals by facilitating a strong partnership with key stakeholders.

Share
Share2
Tweet
2 Shares
B2B buyers sales engagement Sales Process
« Previous Post
Next Post »
Rotem Maman

As Director of Marketing, Rotem is extremely passionate about helping companies gain a more informed and actionable understanding of the changing landscape within CPQ and Sales Engagement. She is a regular content contributor in this area of expertise and draws inspiration from being afoot to the latest trends and statistics influencing CPQ and Sales Engagement.

Subscribe to Email Updates
Receive our latest articles and free resources to help you in your sales journey
Talk to a DealHub Expert

Discover how you
can optimize your
sales process and
win more deals

LET'S TALK
How We Can Help:
  • CPQ
  • Sales Proposals
  • Contract Management 
  • Sales Playbook
  • Document Generation
Guides:
  • When is the Right Time to Consider CPQ?
  • How to Select the Right CPQ for Your Business
  • How to Consolidate Your Sales Stack 
  • How to Enable Your Remote Sales Team
  • The Ultimate Guide to Revenue Operations 
Post by Topic
  • Subscription Management (4)
  • Tech (23)
  • Revenue (25)
  • CRM (36)
  • Operations (78)
  • Sales (104)
  • Marketing (3)
  • Sales Operations (23)
  • Sales Proposal Software (6)
  • Sales Playbook (7)
  • Sales Technology Awards (12)
  • Document Generation (3)
  • Microsoft Dynamics 365 (8)
  • Salesforce (9)
  • Contract Management (8)
  • CPQ (88)
  • Sales Quoting Solution (57)
  • Sales Engagement (28)
  • Sales tools (110)

Learn How to Amp your Revenue Results

watch a demo
READ NEXT
Sales
How to Use CPQ to Hit Your Revenue Targets
Read More →
Contract Management
Why Is Contract Management Software Important to Compliance?
Read More →
Contract Management
How to Improve the Contract Management Process
Read More →
SOLUTIONS
  • Configure Price Quote
  • Digital Sales Proposal
  • Contract Management
  • Document Generation
  • E-Signature
  • Subscription Management
  • More...
PRODUCT
  • See a Demo
  • Pricing & Plans
INTEGRATIONS
  • Salesforce
  • Microsoft Dynamics
  • Freshworks
  • Docusign
COMPANY
  • About Us
  • Customers
  • Partners
  • News
  • Careers
  • Customer Contact
CONTENT
  • What is CPQ?
  • What is CPQ in Salesforce?
  • What is Contract Management?
  • What is a Deal Acceleration Platform?
  • What is Sales Operations?
  • Resource Center
  • Blog
CONNECT WITH US
Linkedin-in
Twitter
Youtube
Facebook-f
Envelope

© 2020 DealHub Ltd. All Rights Reserved.     Privacy Policy   |   Terms & Conditions   |   GDPR Compliance  | ISO 27001 Certified

 
Dealhub logo

Copyright © 2021

DealHub Ltd.

All Rights Reserved

  • Platform
    • Revenue Amplification Platform
    • Configure Price Quote (CPQ)
    • Sales Proposals
    • Contract Management
    • Document Generation
    • Subscription Management
    • eSign
    • Buyer Engagement
  • Integrations
    • Salesforce
    • Microsoft Dynamics
    • Freshworks
    • DocuSign
  • Company
    • About Us
    • Customers
    • Partners
    • News
    • Careers
    • Contact Support
  • Content
    • What is CPQ?
    • What is CPQ in Salesforce?
    • What is Contract Management?
    • What is Subscription Management?
    • What is Revenue Amplification Platform?
    • What is Sales Operations?
    • Learning Center
    • RevAmp Podcast

Copyright © 2021

DealHub Ltd.

All Rights Reserved

  • Security
  • Terms
  • Privacy

GDPR Compliance | ISO 27001 Certified

Scroll to top
By continuing to browse this website you consent to our use of cookies.
Learn more