Hey Matt, great question. happens a lot when the “champion” is excited and your sales person also gets excited. ✅ Signs They Are a True Champion / Mobilizer:
- 1.
They drive consensus. They don’t just like your solution. they actively work to get others aligned internally.
- 2.
They push the organization to think differently. They’re not afraid to challenge internal assumptions.
- 3.
They ask hard questions. They’re intellectually curious and skeptical.
- 4.
They’re politically savvy. They understand how decisions get made and know how to navigate them.
- 5.
They’re willing to build the case internally. They take ownership, not just interest.
⚠️ Red Flags – They Might Be a Talker, Not a Champion:
- 1.
They’re too agreeable. Nods at everything, but doesn’t push back or dig deeper.
- 2.
They lack internal influence. You ask who else needs to be involved, and they don’t know or defer.
- 3.
They can’t (or won’t) build the business case. They want the solution, but leave the selling up to you.
- 4.
They just want information. They’re learners, not doers—what Challenger calls “Talkers.”
- 5.
They avoid conflict. They won’t take a stand internally.
