Welcome to the inspir'em newsletter

In the final edition of the Champion Series we look at how your Champion can keep momentum going for your deal during the tricky final push to close.

The last blog of the series sets out how you how to make the most of your Champion during the close—and how they can help you navigate key elements of the Decision and Paper processes with confidence:.

Also, the first webinar in our Women in Sales Leadership Webinar Series is today! You still have time to register before the 3 PM UK start time.

The final member webinar of the series is this Friday 4 July 3 PM BST, 10 AM EDT, 7 AM PDT when Emma will be discussing how to use your Champion in closing. Apologies to our US customers for the date, you'll be able to watch it on demand from next week.

We're taking a break for summer, but back with our first webinar of the Decision Process Series on Friday 12 September. Put it in your diary!

Available to all

Women in Sales Leadership Webinars

Last chance to register for the Women in Sales Leadership Webinar Series, starting today!

Webinar 1: Mastering Executive Presence

📅 Tuesday, 1 July 3PM BST, 10 AM EDT, 7 AM PDT

Webinar 2: Building Resilience in Sales

📅 Friday, 14 November 3PM GMT, 10 AM EDT, 7 AM PDT

New blog: Using Champions to close deal with confidence

Champions are your invaluable ally during closing; engaging key stakeholders, unblocking obstacles and making sure they are driving to your timeline.

Plus we give you our top tips on using a Mutual Success Plan/Close Plan with your Champion to ensure both sides see a successful outcome.

Read: How to close with confidence

What we're reading:

Salesforce

The Sales Team's Guide to Using Mutual Action Plans

Using a Mutual Action Plan (Mutual Success Plan) has many benefits for an enterprise sales team; from ensuring the customer has a seamless buying journey, to improving forecast accuracy for the leadership team. This article sets out the benefits and provides best practice advice on using a MSP for optimum results - for both you and your customer.

Read the article here

Available to members

🔦Leader member resource spotlight🔦

Operational cadence guide

Having a structured calendar of operational cadence ensures your team are closing deals effectively. Regular touchpoints such as team meetings,1:1s, and deal review create consistent rhythms for coaching and accountability.

This structure ensures that no opportunity slips through the cracks, whilst also giving you clear visibility into team activities and deal progression. With a well-defined cadence, your teams stay focused on successful outcomes.

Log in before downloading your guide

See this and all Revenue Forecasting downloads

🔦Sales member resource spotlight 🔦

Mutual Success Plan template

For larger deals, creating a Mutual Success Plan with your Champion is one of the best uses of your time.

Here, you'll set each milestone to close, assign each task to an individual in either your or your customer's organisation, and track deadlines.

If you want a deal to close on time, this is your secret weapon.

MEDDIC Member MSP

MEDDPICC Member MSP

Webinar catch-up:

Champion to Economic buyer webinar with Mike Slater of The Carlyle Group

Mike Slater, Growth Operating Partner at The Carlyle Group, joins Emma Maslen to discuss how to use your Champion to get a meeting with the Economic buyer.

As a previous Economic buyer, Mike has a wealth of knowledge on the subject, and generously shares it with us.

Watch now

Upcoming webinars

Friday 1 July: Women in Sales Leadership - Mastering executive presence.

Friday 4 July - final webinar of the series: Champion in closing.

All 3 PM BST | 7 AM PDT | 10 AM EDT

Upcoming events

NEW! Virtual Mixed MEDDPICC Sales Training

Due to popular demand, we're running our first Virtual Mixed MEDDPICC Training set over 4 consecutive days in September, each session running for 90 minutes from either 9 AM or 4 PM GMT.

This is an excellent opportunity for those who can't make it to a live event to attend our highly-rated MEDDPICC Sales Training.

All attendees join our Sales Membership and receive access to online material, fortnightly live webinars and exclusive MEDDPICC-based resources for 12 months.