Champion
Definition
Champion: A champion is an internal advocate within the prospect organization who actively supports and promotes your solution. Champions have personal motivation to see the deal succeed, provide insider information, coach you on navigating their organization, and sell internally when you're not in the room. Identifying and enabling champions is critical for complex B2B sales.
Example Usage
“Our champion in IT provided the org chart, coached us on the CFO's priorities, and presented our business case in budget meetings.”
Common Misconceptions
Related Terms
Enterprise Sales
Enterprise sales involves selling to large organizations with deal sizes typically exceeding $100K annually. These sales feature long cycles, multiple...
Buying Committee
A buying committee is the group of stakeholders involved in evaluating and approving a purchase decision. In B2B sales, deals rarely involve just one...
Economic Buyer
The economic buyer is the person who controls or authorizes the budget for a purchase. They may not be the end user or even the primary evaluator, but...
Decision Maker
A decision maker is someone with authority to approve and finalize a purchase decision. In small companies, this might be the CEO; in large enterprise...
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