Reengage a Champion With a Relevant Change
A dormant champion relationship may become active when a real constraint changes.
Articles – page 2
Prepare a Champion for the Post-Sale Handoff
A champion's reputation is affected by what happens after signature.
Give a Champion a Clear Role in a Pilot
A pilot can fail simply because nobody inside the buyer's organization owns the test.
When a Champion's Manager Is Skeptical
A manager's skepticism may reflect a real concern about cost, timing, or responsibility.
What to Do When Your Champion Misses a Key Meeting
A decision meeting without the person who has carried the evaluation may produce confusion or new objections.
When Another Project Takes Your Champion's Attention
A competing initiative can slow a deal without changing the product's fit.
Help a Champion Prepare for Hard Questions
Your contact may have to answer objections when you are not in the room.
Map the Buying Group With Your Champion
An account map is useful only when it explains how people contribute to the decision.
Forecast a Deal With a Champion Honestly
A strong advocate improves a deal's chances, but the forecast should rest on the buyer's process rather than the seller's confidence in one person.
Make Progress When Your Champion Has Little Time
An overloaded champion may support the project but have no capacity to coordinate multiple meetings.