Champion
An internal advocate within a target account who actively promotes your solution to other stakeholders.
A Champion is an individual within a prospect organization who believes in your solution and actively advocates for it internally.
**Champion Characteristics:**
• Has a personal stake in the outcome • Willing to spend political capital • Provides insider access and information • Sells on your behalf internally • Helps navigate buying process • Mobilizes other stakeholders
**Identifying Champions:**
• Highly engaged in sales process • Asks detailed questions • Shares internal information • Makes introductions to colleagues • Expresses personal urgency • Coaches you on next steps
**Enabling Champions:**
• Provide them with ammunition • Make them look good internally • Give them easy-to-share content • Prep them for internal meetings • Understand their personal goals • Celebrate their wins
**Champion Risks:**
• Champion leaves the company • Champion changes priorities • Champion lacks sufficient influence • Over-reliance on single champion
Related Terms
Buying Committee
The group of stakeholders involved in evaluating and approving a B2B purchase decision.
Economic Buyer
The person with final budget authority and sign-off power for a purchase decision.
Account Penetration
The depth of relationships and engagement within a target account's buying committee.