Dec
04

How to Find Your Internal Champion

selling-energy

When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in front of the right people. We’ve talked about researchinfluencer maps, and other strategies for finding the decision-maker(s). Today, I’d like to share a question that is very effective in finding a valuable internal champion: 

how to find your internal champion

“Are there particular departments or individuals here that focus on energy?” 

When you ask this question, be poised to write. They’re usually going to give you a rapid-fire list of people and departments (or at least you would hope they do). Once you have this information, go back to the drawing board. Research the people; see if you can find any previous energy projects that they’ve been involved with; figure out where they fit on the influencer map; and, consider how you might approach them with a value proposition that resonates at their frequency. 

Sales Training That Works! Selling in 6.

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Posted by Mark Jewell