Welcome to the inspir'em newsletter

Today we start our Champion Series of newsletters, blogs and webinars. Champions play a vital part in every successful opportunity. In this series, we'll be shining a light on their role as you move through the sales cycle.

We're kicking off right at the start of the process - Identifying Champions: What to look for.

We've also got a roundup of what's happening in your memberships - things will look a little different when you log in to your library today 👀.

A new newsletter series also means a new member webinar series. We kick off this Friday 25 April 3 PM BST, 10 AM EDT, 7 AM PDT when Emma will be joined by Matt Clementson, VP Sales at Iterable, discussing tips on identifying a Champion.

Emma will be doing a walkaround of the new member library after this webinar. Everyone is welcome to stay on for an extra 5-10 minutes to see what's new.

Available to all

New blog:

Identifying Champions: What to look for

Do you know the four markers of a Champion? Our first blog in the Champion series gives you the tips you need to identify your Champion early and get on the path to success.

Identify your Champion

inspir'em & Symbe on YouTube

inspir'em CEO Emma Maslen & Symbe CEO Martin Blinder discuss MEDDPICC with Value-Based Selling

In this fireside chat with Symbe, Emma shares practical lessons from her time at BMC and SAP, and how they shaped her approach to value selling.

From the pitfalls of bottom-up selling to using business cases early in the deal cycle, Emma unpacks how top-performing reps get business cases to stick.

Watch today!

What we're reading: Challenger

The Challenger Customer: Understanding Mobilizers, Talkers, and Blockers

In complex B2B deals, not all customer stakeholders are equal. According to Challenger, sellers who identify and work with the right persona—what they call a Mobilizer and MEDDIC calls a Champion—dramatically improve their chances of winning.

Discover the other personas you might encounter, and the pitfalls of mistaking them for your Champion, in this must-read article.

Link to read article here.

Available to members

NEW in your library!

We listened to your feedback and we've made some changes to your library.

You can now find quick access to the upcoming LIVE webinars plus each of our past series recordings.

We've also created some Starter Kits - the essential documents and templates you need to get started right after you've completed your training.

Introducing our Starter Kits

For new members, or those coming back after a break since your training, we have created set of Starter Kits to give you the essential tools and templates to hit the ground running. No fluff—just practical resources to help you drive results from day one.

Our MEDDIC and MEDDPICC Starter Kits contain a NEW "Getting Started with MEDDIC/MEDDPICC" document that links to all of the essential resources found within the full course.

See the kits in your library

Q1 Member additions:

Over the course of Q1 you gained access to the Pipeline Generation Planning online course and resources. Here's some quick links in case you missed anything:

Upcoming webinars

Friday 25 April: Identifying Champions with Matt Clementson, VP Sales, Iterable

Friday 9 May: Champions vs. Coaches with Ceire McQuaid, AVP Sales

Friday 23 May: Champion building and planning with Lisa Occleshaw, Sales Director UKI, Ping Identity

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

Upcoming events

What's coming up here at inspir'em

14 May: Live MEDDIC/MEDDPICC training, Dublin
20 May: Live MEDDIC training, London
21 May: Revenue Leaders dinner, London. Invitation only.
9 July: Live MEDDPICC training, London
4 Sep: Live MEDDPICC training, NYC