Inspect the Champion, Not the Fan
Evaluate whether a deal supporter meets the standard of a real champion.
A positive contact is not the same as a mobilizer. In large deals, the question is not “who likes us?” It is “who will spend political capital to make change happen?” MEDDICC Champion Test A champion has influence, not just access. They feel the pain, see personal upside in solving it, and can navigate the decision process. They introduce power, correct your assumptions, and coach you on competition. Manager Signal Ask for behaviors, not adjectives. “She is excited” is not proof. “She booked the CFO meeting and sent us the board metric” is proof. Common Trap Reps often protect weak…
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