On training the trainer

On training the trainer.

I had a great chat recently with a founder who said:

“Enterprise deals happen when you’re not in the room.”

Which is so true. It’s all the socializing and meetings and calls that your champion needs to have with their laterals and reports and their VPs and C-suite to push your enterprise deal through.

Does your champion know how to best position your product when their boss is asking about ROI? Or how to handle objections on your behalf?

Everyone knows you need to train your own AEs - but taking the time to coach your champions to sell on your behalf is just as important.

Are you prepping them as you would your own AE? Set up time and train them on how to deliver a deck, walk them through possible objections, and even how to best demo your product internally.

Make these "external" AEs feel a part of your team and bought in and excited to help bring your solution to life at their company - this should be a huge win for them too 💪

Edit: thanks to all for thoughtful comments! One assumption to add - and perhaps the most important - is that you need to truly want your customer to succeed, and to build a genuine partnership for the above the work, so this doesn't come off as transactional / inauthentic.