The Champion Test
Qualify whether your champion is real
qualify whether your champion is realb2b saastool-agnosticsaleschampionqualificationenterprisedeal-managementintermediate
Entry PT-0179 · full text · stolen 0 timesReceived
I think I have a champion in this deal: [PROSPECT, THE PERSON, OUR RELATIONSHIP SO FAR, WHAT THEY HAVE DONE FOR THE DEAL]. Test them: a real champion sells when you are not in the room - check the evidence: have they shared internal info you could not get otherwise, told you who really decides, given you bad news early, spent their own political capital? Score each behavior present or absent from what actually happened. If they fail the test, tell me what they really are (coach, user, friendly blocker) and the two moves to develop a true champion or go around.
Inputs needed
- ■Prospect, the person, relationship history, their actions so far
What good output looks like
Behaviors scored from evidence, not rapport; mislabels named (coach vs champion vs blocker); two concrete development moves given
The stream (0)
Reading the room…