If the salesperson focuses only on one contact without decision-making influence, the sale may stall in advanced stages, as other areas may block the purchase .
Map the lead’s decision structure . Ask directly:
- “Who else is involved in deciding on this solution?”
- “How does the approval process work at your company?”
Include representatives from IT, finance, operations, and management in discussions to align the proposal with everyone’s interests.
Identify a contact within the company who can advocate for the solution internally , facilitating acceptance by other decision makers.
The sooner all those involved are mapped and engaged, the greater the chances of accelerating the sale closing.
3. Customer resistance to sharing financial information
Budgeting is a key consideration at CHAMP, but many leads are reluctant to disclose financial information , either out of confidentiality or out of fear of being pressured into making an immediate decision.
If the salesperson does not know the lead’s investment capacity, they may end up wasting time with a prospect who does not have the financial viability for the solution.
How to overcome this challenge
Instead of “What’s your budget?”, use more subtle approaches :
- “How does your company typically allocate resources for this type of investment?”
- “Have you made similar investments before? What was the process like?
If the lead shows interest in the solution but mentions financial constraints, explore alternatives like scalable plans or financing options .
Before you get into the budget, reinforce the benefits of the solution and the return on investment. If the lead sees a clear positive impact, it will be easier to justify the cost.
Provide examples of companies that have overcome similar challenges and achieved tangible financial gains with your solution.
The focus should always be on demonstrating value, not just discussing numbers.
4. Lack of internal alignment on pipeline priorities
For CHAMP to be effective, it is essential that salespeople are aligned on which leads should be prioritized.
If each salesperson is applying the methodology differently, there may be inconsistencies in the pipeline, impacting sales predictability.
How to deal with this challenge
All salespeople should understand when a sweden cell phone number list lead is qualified within CHAMP and when it should move forward in the process.
Use a CRM to record insights about each lead . In other words, each contact should have a detailed history with the challenges identified, the people involved in the decision and the objections raised.
Hold regular pipeline review meetings . This allows managers to identify bottlenecks in the qualification process and adjust the strategy as needed.
When there is clarity about priorities and alignment between teams, the conversion rate improves and opportunities are seized more efficiently.
How to measure the success of the CHAMP method in your company?
Applying CHAMP to your business process is a great step, but how do you know if it’s actually working?
The answer is in the numbers:
- If the conversion rate is buy bulk sms service resource going up, deals are closing faster and the pipeline is more predictable, it’s a sign that CHAMP is delivering results.
- But if qualified leads aren’t phone number thailand moving forward or sales are taking too long, it may be time to adjust your approach.
Check out the main indicators to measure the efficiency of this method!