What drives a winning account strategy? Accurate Inside Information Â
And that inside information comes from coaches & champions. Learn the strategies top sales executives, relationship managers, and consultants use to build client coaches & champions at all levels and win more often.
In this playbook, you'll learn a step-by-step process to develop and best utilize coaches & champions at technical, operational and executive levels...Â
...to create the right strategy for each sales situation. You can use what you've learned immediately with each of your accounts, and, even better, with all of your accounts for the rest of your sales career.
I'll Take It!Complex sales are really tough when you don't have a coach.
You end up guessing or assuming...
- The informal, invisible power structure in the client organization
- What the competition is doing
- What each evaluation committee member said in a private meeting when discussing options
- What each stakeholder really cares about
- What's really holding them back from moving forward
But, with a champion & multiple coaches, you'll know…
- What other projects are competing for limited fundsÂ
- Important changes (restructuring, potential mergers) that are brewing
- Priorities of stakeholders you haven't met
- Who is for you, against you, or neutral
- Whether you're winning, slightly behind or just column fodderÂ
*You'll learn all this and more inside The Coaches & Champions Playbook.Â
THE NEW, IMPROVED
Coaches & Champions Playbook
Wouldn't it be nice to know what's going on behind the scenes?
This expert playbook will teach how to master the skill of building coaches & a champion throughout an organization. You’ll learn:
- When and how to ask for inside information
- Strategies to build multiple coaches and what to say
- Ways to identify fake coaches and what to do with them
With solid inside information received from your coaches & your champion, you can be much more confident in what you should do next.Â
What's Included In This Playbook...
Coaches
- What is a Coach & why you need themÂ
- Difference between a Coach & a ChampionÂ
- Inside information you can get from your Coach
- Why you need multiple Coaches
- Characteristics of ideal Coaches
- How to respond to pushback
- Spots in the sales process to build &/or utilize your Coach
- Great questions to ask your Coach
- When to back off from coaching questions
- Protecting & taking care of your Coach
- Coaching your Coach
You’ll finish this section well-grounded in what a Coach is, why you want to develop multiple at different levels, and lots of advice on how to work with them.Â
 8 Coach-Building Strategies
- The Daisy-Chain Strategy
- The Circle of Influence Strategy
- The Presentation/Demo Strategy
- The CXO as 1st Coach Strategy
- The Someone-Else-Knows-the-Answer Strategy
- The Redemption Strategy
- The Revenge Strategy
- The Columbo Strategy
You’ll finish this section with 8 solid coach-building strategies you can utilize immediately.Â
ChampionsÂ
- What is a Champion?
- When you need to have a Champion
- 2 Potential Problems with Champions
- How to spot a potential Champion
- Working with those who don't have Champion traits
- How to best help your Champion
- What's the risk of having a Champion but no Coaches?
You’ll finish this part of the workbook knowing the plusses and minuses of Champions and how to best identify, develop, and utilize them.
 Situational Strategies
- How to handle Fake Coaches
- Neutralizing Anti-Coaches
- Counter-Strategies for Competitor's Coaches & Champions
- Winning with Champions who don't divulge inside info
- Winning with a Coach but no Champion
- Converting a reluctant Coach into a Champion when needed
- Strategies for how to deploy your Coach &/or Champion in another 13 sales situations
By the end of this section you'll have what-to-do-next strategies and tactics for almost every sales situation and how to best use your Coach or Champion to your advantage.
You also get...
- Tools to help speed up the learning & win more often
- Exercises & role plays to build your skills
- Ways to measure success as you apply this to your accounts
- Free playbook updates & enhancements
NICE TO MEET YOU
I'm Bob LaBarbera
I look forward to personally working with you. For over 30 years I've been helping professionals who sell complex, tech-based solutions with systems, strategies and skills.
It's really important to me that every course I teach, coaching I provide, or playbook I deliver is crafted to be easy to understand, easy to implement, and lead to quick results.
And, if that's not the case for you, let me know and I'll do my best to fix it.Â
“60 minutes of real world examples for coaching. Pre-work was beneficial & directly related to the material.”
- Arden S.
“Bob, I have attended several of your training sessions & have always found them to be valuable, interesting & engaging.”
- Kim C.
“Really liked the section on ‘fake’ coaches. Made me realize I have a few of those & need to be careful how they are handled vs. my true coaches.”
- Debra S.
“I have hired Bob for sales training with 2 different companies. The sales training for complex sales engagements and consultative selling style was the most effective sales training I have seen in my career (and I've been through many programs.”
- Scott Z.
“I had the good fortune of working with Bob on several occasions. He is an excellent coach & has a simple, direct approach that produced great results. Bob provided coaching to my team & myself & years later I still use the strategy & tools Bob taught me. I highly recommend him. ”
- Cindy H.
“I contracted with Bob multiple times with 3 firms with very different sales teams & sales challenges. Each time Bob immediately earned the respect of a seasoned/skeptical sales group. We utilized his sales approach/tactics at each organization & was a great contributor to the successes we achieved.”
- Jeff W.
GRAB IT NOW!
The Coaches & Champions PlaybookÂ
OUR 30-DAY "SATISFIED-OR-MONEY-BACK" GUARANTEE
We're very confident that you'll get a great return on your investment which is why we can offer the following guarantee: If you aren’t completely satisfied with The Coaches & Champions Playbook, if you don't think it was worth the investment, let us know within the first 30-days of your purchase. We'll work with you until you are satisfied or, if you prefer, refund your money. The choice is yours.