Think you’ve got a Champion? Test it.
May 08, 2025The best Champions aren’t just cheerleaders.
They have internal clout, want you to win, and most importantly — they take real action to move your deal forward.
If you’re in Stage 3 of a deal, here’s how to test your perceived Champion:
- Will they commit to a go-live date?
- Will they build a workback plan with you — mapping steps, timelines, and stakeholders?
- Will they coordinate access to those stakeholders?
If the answer to any of these is no — you don’t have a true Champion (yet).
- That doesn’t mean the deal’s dead. But it does mean:
- Keep the deal in Stage 3
- Don’t lock a close date
- Keep exploring the buying committee
A real Champion earns the title.
They don’t just like your product — they lead the charge.
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