Stop Leaving Your Champion Unprepared

19 Jul 2026 · 1 min

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In this brief presentation, the speaker warns that internal champions who advocate for a vendor will soon be confronted with hard questions about risk, ROI, and competing vendors after a sales call, and the seller will not be present to answer them. The speaker argues that trying to bypass the champion and contact those decision‑makers directly is a recipe for failure. Instead, the recommended fix is to create a "champion enablement pack" – a concise, one‑page brief tailored for each typical stakeholder – and send it to the champion on the same day the call ends. This enables the champion to confidently address stakeholder concerns and keep the sales process on track.

Chapters

your main point of contact is going to be asked cold-blooded questions about risk, about ROI, about alternative vendors, and you're not going to be in the room to answer them. The fix isn't to bypass your champion and try to get to those people directly. That almost always blows up in your face. The fix is to build what I call a champion enablement pack and send it to your champion the same day the call wraps. It's a one-page brief written for each typical stakeholder.