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Gives you the four behavioural tests for a real champion (they repeat your questions to colleagues, they introduce people unprompted, they share things they should not, they push back on you) so you stop mistaking a friendly contact for an advocate.
MEDDPICC Explained: How to Find and Develop a Champion
From SalesMethods by Jake Hickton 12 min read
- A real champion needs three things: confirmed influence, access to the economic buyer, and a personal stake in you winning.
- Behavioural tells: they ask your discovery questions internally, introduce stakeholders unprompted, share things they should not, and correct your misreads.
- Give them a small kit: a one page summary in the economic buyer's language plus an ROI case study for finance.
- Multi thread from day one and cultivate a second advocate before you need one.
