Sales

Champion Testing

Verify your champion before you forecast the deal.

3 min read · Strategic · GTM-360 Intelligence

The Concept

A Champion is not someone who likes you. A Champion is someone who has power and is willing to use it for you.

You must 'Test' them. Ask for a micro-commitment that requires them to spend social capital.

The Test

"Can you get me the Org Chart by Friday?" or "Can you stick your neck out and schedule a meeting with the VP?"

If they say no, they aren't a Champion. They are a Coach (or a waste of time).