Terms

Sales Champion

A sales champion is an internal advocate within a target company who believes in your solution and has the influence to affect purchasing decisions. They are not just passive supporters; they have a personal stake in the outcome and actively work to help you succeed by building business cases and navigating their organization's internal structure.

Key Responsibilities of a Sales Champion

A sales champion acts as your internal guide, taking on several crucial responsibilities to steer the deal forward. They go beyond simple support, actively working to ensure your solution is seen, understood, and adopted by the right people within their organization.

  • Advocacy: Championing your solution in internal meetings and discussions.
  • Intelligence: Sharing insights on the buying process, key players, and internal politics.
  • Access: Introducing you to key decision-makers and the economic buyer.
  • Collaboration: Helping build a compelling business case with internal data and KPIs.
  • Consensus: Influencing colleagues and building internal support to get the deal approved.

Skills and Qualities of a Successful Sales Champion

A true sales champion possesses a unique blend of influence, insight, and internal drive. They are more than just a friendly contact; they are a strategic partner invested in your mutual success. Their effectiveness hinges on a few core characteristics that enable them to push a deal across the finish line.

  • Influence: The ability to sway colleagues and key decision-makers within their organization.
  • Credibility: Respected by peers and leadership, lending weight to their advocacy for your solution.
  • Access: Capable of providing introductions to the economic buyer and other stakeholders.
  • Investment: A personal or professional stake in solving the business problem your product addresses.

Sales Champion vs. Sales Leader

While both are crucial to closing deals, a sales champion and a sales leader play fundamentally different roles in the sales process.

  • Champion: An internal advocate at the buying company who uses their influence to build support for your solution. They provide invaluable insider access but may lack final decision-making power, and a deal can stall if they leave. Champions are vital in complex enterprise sales where navigating internal politics and building consensus is key.
  • Leader: A manager within your own sales organization responsible for strategy, team performance, and hitting revenue targets. They control sales resources and provide high-level guidance. While essential for any sales operation, they lack the champion's on-the-ground influence within the prospect's company.

The Role of a Sales Champion in Team Dynamics

A sales champion acts as your team's extension within the prospect's company. They provide crucial insider knowledge, helping you navigate internal politics and understand the decision-making process. By advocating for your solution internally, they build consensus among their colleagues.

This internal support gives your team significant leverage and boosts strategic positioning. The champion fosters a collaborative relationship, building trust between your team and the prospect's organization. This alignment accelerates the sales cycle and increases the likelihood of closing the deal.

Strategies for Becoming a Sales Champion

This is how you can become an effective sales champion within your organization.

  1. Build trust and rapport with the sales team by aligning on shared goals and collaborating openly.
  2. Work closely with the salesperson to develop a detailed business case, providing internal data and KPIs.
  3. Proactively advocate for the solution, sharing insights on the company's buying process and introducing key decision-makers.
  4. Leverage your influence and social capital to build consensus and differentiate the offer from competitors.

Frequently Asked Questions about Sales Champion

How is a champion different from a coach?

A coach offers guidance and information, but a champion takes action. They actively sell on your behalf internally, build consensus, and connect you with economic buyers, putting their personal credibility on the line to ensure the deal closes.

What if my champion leaves the company?

Losing a champion puts the deal at serious risk. This highlights the importance of multi-threading—building relationships with multiple stakeholders in the account to ensure the deal's momentum isn't reliant on a single person's presence.

How do I identify a potential champion?

Look for someone with a vested interest in solving the problem your solution addresses. They often express frustration with the current state, have influence among peers, and are willing to provide insider information to help you build a case.

Other terms

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Agile Methodology

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Conversational Intelligence

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Sales Methodology

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NoSQL

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Sales Partnerships

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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Headless CMS

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B2B Intent Data Providers

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B2B Intent Data Providers

Webhooks

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Webhooks

Sales Prospecting

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Sales Prospecting

Decision Maker

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Decision Maker

Intent Data

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Intent Data

Challenger Sales

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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Sales Director

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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ClickFunnels

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Data Pipelines

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

Data Pipelines

Closed Opportunities

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Closed Opportunities

X-Sell

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

X-Sell

Video Hosting

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Representational State Transfer Application Programming Interface

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Representational State Transfer Application Programming Interface

CI/CD

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On Target Earnings

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Social Proof

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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Social Selling

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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Sales Calls

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Sales Calls

Video Messaging

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Video Messaging

B2B Sales

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Tire-Kicker

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Tire-Kicker

Lead Enrichment

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Lead Enrichment

Product Qualified Lead

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Product Qualified Lead

B2B Demand Generation Strategy

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B2B Demand Generation Strategy

Marketing Attribution Model

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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Sales Automation

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Sales Automation

Stakeholder

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Stakeholder

Nurture Campaign

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Nurture Campaign

Amortization

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Amortization

Sales Team Management

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Sales Team Management

B2B Marketing KPIs

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B2B Marketing KPIs

B2B Sales Process

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B2B Sales Process

Multi-touch Attribution

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Multi-touch Attribution

Expansion Revenue

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Expansion Revenue

Hot Leads

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Hot Leads

HubSpot

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HubSpot

Sales Cycle

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Sales Cycle

Key Accounts

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Key Accounts

Customer Retention

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Customer Retention

Contact Discovery

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Contact Discovery

Firewall

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Firewall

Sales Pipeline Velocity

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Sales Pipeline Velocity

Forward Revenue

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Forward Revenue

Consumer Buying Behavior

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Consumer Buying Behavior

Lead Scoring

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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End of Quarter

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Customer Relationship Marketing

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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Account-Based Sales Development

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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Call Analytics

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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Channel Marketing

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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Sales Enablement Technology

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Sales Enablement Technology

Request for Proposal

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Request for Proposal

API

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

API

Marketing Automation Platform

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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Total Audience Measurement

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Total Audience Measurement

Nurture

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Nurture

Zero-Based Budgeting (ZBB)

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Zero-Based Budgeting (ZBB)

Data Management Platform

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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Freemium

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Freemium

Competitive Intelligence (CI)

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Competitive Intelligence (CI)

Database Management

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

Database Management

Progressive Web Apps

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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CPQ software

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Technographics

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Technographics

Consumer Relationship Management

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Consumer Relationship Management

Customer Data Analysis

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Customer Data Analysis

CDP

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

CDP

Programmatic Advertising

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Programmatic Advertising

Open Rate

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Open Rate

Sales Forecast Accuracy

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Sales Forecast Accuracy

Lead Scrape

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Lead Scrape

Sales Intelligence

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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Audience Targeting

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B2B Data Solutions

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Net Promoter Score

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Net Promoter Score

Sales Presentation

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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GDPR Compliance

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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Sales Sequence

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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Data-Driven Marketing

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Data-Driven Marketing

Yield Management

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Yield Management

Sales Prospecting Software

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Sales Prospecting Software

Application Programming Interface Security

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Application Programming Interface Security

Salesforce Administrator

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Salesforce Administrator

Pipeline Coverage

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Interactive Voice Response

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Interactive Voice Response

Trusted Advisor

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Digital Contracts

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Payment Processors

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Lead Response Time

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Lead Response Time

Market Intelligence

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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Kubernetes

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Enrichment

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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Sales Strategy

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Sales Strategy