Score a Champion Before You Forecast
Evaluate whether a contact is a true champion or an engaged coach.
A friendly RevOps manager supports the product but has not opened executive access. Champion strength test: influence, access, business pain, personal win, and willingness to act internally. Common trap: forecasting enthusiasm as power. Influence Can they explain how the decision will be made and who can block it? Insight into politics is a champion signal. Access Will they help you reach the economic buyer or critical stakeholder? Access tests whether they will spend social capital. Personal win Do they benefit if the project succeeds? Vested interest gives them reason to act. Internal action Ask them to co-create or send the…
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