Think you’ve got a Champion? Test it.

 The 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.