Champion

An internal advocate inside a target account who pushes a vendor forward.

Where this term appears on Landbase

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Unify pricing in 2026 starts at $1,740/month on the annual Growth plan, with Pro and Enterprise tiers custom-quoted. Discover how Landbase's agentic AI pl

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Enterprise Buying Committees: How to Map and Reach Every Stakeholder

Enterprise deals involve 6-10 stakeholders. Most reps only reach one. Here is how to map the full buying committee using AI-powered contact qualification a

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Named Account Strategy: How to Build and Prioritize Your Enterprise Target List

Most named account lists are built on gut feeling and historical relationships. Here is how enterprise teams build data-backed named account strategies wit

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Best Tools for Buyer Signal Tracking in 2026

A comprehensive breakdown of the 10 best buyer signal tracking tools in 2026, comparing signal coverage, execution capabilities, pricing, and ideal use cas

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Multi-Threading Enterprise Deals: Why Single-Threaded Selling Kills Win Rates

Single-threaded deals close at half the rate of multi-threaded ones. Here is how to identify, engage, and track multiple stakeholders in enterprise B2B sal

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The Death of the BDR Role? How AI Agents Are Changing SDR Hiring in 2026

36% of B2B companies cut SDR teams in 2025. Real data on whether AI agents are replacing BDRs or just changing the role. What to expect in 2026.

Frequently asked questions

What separates a real champion from a friendly contact?
A real champion sells internally for you when you're not in the room. A friendly contact replies to your emails. The test: did this person introduce you to the economic buyer without you having to ask?
What's the biggest mistake reps make with champions?
Reps often overweight a champion's power. A champion in IT cannot approve a budget owned by the VP Sales. Map the actual span of influence, not the job title.
How do you create a champion who doesn't already exist?
Find the person whose KPI improves most if your product gets bought. Make them look smart with insights they can share internally. Repeat over 4 to 8 weeks. Champions are made, in the majority of mid-market deals.
Should you ever sell around a champion?
Only as a last resort. Going around a champion who's stuck almost always burns the deal AND the relationship. Better to spend two weeks helping the champion find a path forward.
How does Landbase help reps identify champions?
By surfacing the role most likely to benefit from intent signal automation at each target account. Usually a Director of RevOps or Head of Sales Ops. And pre-loading context so the SDR's first touch reads like research.