The Champion Playbook

In this Mastery Monday session, James breaks down the critical art of champion strategy, especially for reps realising too late in the quarter that their “champion” can’t drive the deal.

This episode explores what defines a true champion: a person who has a vested interest in your success, power and influence in the organisation, and who actively sells for you internally. It reveals the “false champion trap” many fall into when they trust someone without qualification, and outlines what to do next: requalify, multi‑thread, or move on.