Developing Champions To Win More Deals

In this episode of Hit Your Numbers, James hosts Keno Helmi, five‑time CRO (currently at Cloudbolt), for a deep dive into the art of developing champions in complex B2B deals.

They talk about how you learn to build champions (often the hard way), why just identifying one isn’t enough, and how to test someone’s strength as a champion through early signals. You’ll hear how to start with the economic buyer and ask the right questions to get introduced to people who truly move the deal forward, not just talk a good game.

Whether you’re a rep, manager, or leader accountable for forecasting, this episode will change how you think about champions and reframe your approach to deal strategy. Because every elite sale has more than just product - there’s influence, alignment, and tactical design behind it.