How to Identify Champions in a Complex Sale

No champion, no sale. A key to winning large deals is identifying your champion within the company. Champions are the internal advocates who will sell on your behalf when you’re not in the room.

To find them, look for individuals with a personal stake in the success of the deal—those motivated by career advancement or solving an urgent problem. Often, they’re newer to their role and looking to make a big impact.

Hack: Ask, “Who will benefit most from this change?” to identify potential champions.