Building and Protecting an Internal Champion

Building and Protecting an Internal Champion

Purpose of This Lesson

To teach you how deals move forward when you are not in the room.

Who Is a Real Champion?

A real champion:

• Feels the pain personally
• Gains value from success
• Is respected internally
• Will defend the solution

Champions are not always managers.

How to Enable a Champion

You enable a champion by:

• Giving them clear language
• Providing simple value summaries
• Helping them justify internally
• Making them look competent

Never assume they know how to sell internally.

How Deals Die Quietly

Deals often die because:

• Champion loses confidence
• Champion faces resistance alone
• Champion lacks justification material

Protect your champion, or lose the deal.