You Don’t Have a Champion. You Have a Point of Contact.

You think you have a champion. But have you tested them to be sure?

They like you.

They answer your emails.

They said the demo went well.

Great.

You have a point of contact.

Not necessarily a champion.

A real champion:

• Has a reason to get the problem solved
• Has enough influence to move the deal
• Tells you how decisions actually get made
• Gives you access to the people who matter
• Sells your case when you’re not in the room

That last one is the real test.

Instead of telling your boss (or yourself) your contact “supports the project.”

Test them.

Ask:

“Who will push back on this?”

“What will they need to see?”

“Can you bring them into our next conversation?”

“Will you help me build the internal case?”

“What happens inside the company after you and I hang up?”

Then ignore the enthusiasm.

Watch the behavior.

Do they make the introduction?

Do they tell you the uncomfortable truth?

Do they coach you through the internal politics?

Do they take ownership of a next step?

Do they follow through?

If yes, you may have a champion.

If not, you have a contact.

Maybe a friendly one. Maybe a helpful one.

Still a contact.

A champion isn’t someone who likes your solution.

It’s someone willing and able to move it forward when you aren’t there.

Don’t put “champion” in the CRM based on optimism.

Require evidence.

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Want to hear more? Listen to the whole discussion Fred Copestake and I had about this and more on his Sales Today podcast.

Listen or watch on YouTube.