What is a Champion?
A champion is someone inside the prospect's organization who believes your solution is the right choice and actively advocates for it internally. They have influence (though not necessarily authority) and are willing to spend political capital to push your deal forward.
Characteristics of a Strong Champion
- Access to power, they can reach the economic buyer
- Influence, their opinion carries weight in the organization
- Personal motivation, they benefit from the purchase (career growth, solving their pain)
- Willingness to coach you, they share internal information and advice
Why Champions Matter
Deals with an identified champion close at 2-3x the rate of deals without one. In complex B2B sales with multiple stakeholders, your champion is your "inside salesperson" who sells when you're not in the room.
Common Mistakes
- Confusing a friendly contact with a true champion
- Not equipping your champion with materials to sell internally
- Having only one champion (single point of failure)
How FlowStrata Identifies Champions
FlowStrata's outreach often identifies potential champions during the email and LinkedIn conversation stage, prospects who respond enthusiastically, ask detailed questions, and proactively involve colleagues. We flag these high-engagement contacts so your sales team can nurture them as internal advocates.