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Documentation Index

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The Champion is the stakeholder who supports your solution internally and helps move the deal forward. A Champion usually understands the problem your product solves, believes your solution can help, and is willing to guide you through the account. They may introduce you to other stakeholders, explain the buying process, share internal context, and advocate for your product when you are not in the room.

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Pre-conditions

Before reviewing the Champion, make sure you have:
  • Created a Dealtree account
  • Logged in to your workspace
  • Added at least one account
  • Opened the Account Workspace from the Accounts Dashboard
  • Set up your Seller Context
  • Generated or synced the Org Chart
  • Added account notes, if you already know your Champion
  • Generated the Buying Committee

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What is a Champion?

A Champion is an internal supporter inside the account. This person may not always control the budget, but they can strongly influence the deal by helping you understand the organization, the decision process, and the people involved. A Champion may help you:
  • Understand the account’s pain points
  • Confirm who is involved in the buying decision
  • Introduce you to the Economic Buyer
  • Explain technical or procurement requirements
  • Share internal objections or risks
  • Help build urgency for your solution
  • Support your product internally A strong Champion can make a major difference in complex B2B deals.

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Why the Champion Matters

The Champion matters because they can help you navigate the account from the inside. In many deals, you may not have full visibility into internal discussions, priorities, objections, or decision-making steps. A Champion can help close that gap. A good Champion can tell you:
  • Who owns the problem
  • Who controls the budget
  • Who may block the deal
  • Who needs to approve the purchase
  • What objections are being discussed internally
  • What timeline the team is working toward
  • What needs to happen before the deal can close Without a Champion, it is easier to lose visibility and get stuck with surface-level interest.

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How Dealtree Identifies the Champion

Dealtree uses account data, stakeholder information, Seller Context, buying committee logic, and account notes to suggest who may be the Champion. Notes are especially useful for identifying Champions. For example, if you add a note like: Salman Saafi is our champion and is helping us understand the internal buying process. Dealtree can use that context when mapping the Champion role.

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How to Review the Champion in Dealtree

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Step 1: Open the Account Workspace

Go to the Accounts section and select the account you want to review.

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Step 2: Open the Buying Committee Tab

Inside the Account Workspace, click the Buying Committee tab.

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Step 3: Find the Champion Role

Look for the Champion section in the buying committee view.

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Step 4: Review the Suggested Stakeholder

Check the mapped stakeholder, job title, confidence level, and reasoning. This helps you understand why Dealtree suggested this person as the Champion.

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Step 5: Validate the Recommendation

Use your own account knowledge, previous conversations, notes, and stakeholder research to confirm whether this person is truly supporting your solution internally.

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What to Do If the Champion Is Identified

If Dealtree identifies a Champion, review how strong that Champion is. You can then:
  • Ask them to confirm the decision process
  • Ask who else needs to be involved
  • Ask whether they can introduce you to the Economic Buyer
  • Understand what internal objections they are hearing
  • Ask what business outcome matters most to the team
  • Add notes about their influence and next steps
  • Use them to support multi-threading across the account A Champion should not only like your product. They should be willing to help you move the deal forward.

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What to Do If the Champion Is Missing

If the Champion role is not covered, you may need to identify or develop one. You can take the following actions:
  • Review the Org Chart for stakeholders closest to the problem
  • Look for people who may benefit directly from your solution
  • Review previous conversations for signs of internal support
  • Add notes if you already know someone who is helping the deal
  • Ask your current contact who is most invested in solving the problem
  • Build trust with an engaged stakeholder before asking for introductions
  • Regenerate the Buying Committee after adding more context

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Signs of a Strong Champion

A strong Champion usually does more than show interest. Look for signs such as:
  • They explain the internal decision process
  • They introduce you to other stakeholders
  • They share honest feedback and objections
  • They help you understand business priorities
  • They push for next steps internally
  • They prepare others before meetings
  • They tell you what needs to happen to win the deal

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Example

If you are selling an account intelligence platform, your Champion may be a sales leader, RevOps manager, founder, or sales team member who feels the pain of manual account research and wants to improve the sales process. They may not always be the final decision-maker, but they can help you reach the Economic Buyer, validate the business case, and navigate internal approval.

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Important Notes

  • A Champion is not the same as a friendly contact.
  • A real Champion should have influence and willingness to help.
  • A Champion may not control the budget, but they can help you reach the person who does.
  • Use Notes to clearly mark known Champions and explain their role.
  • If the Champion is weak, look for another internal supporter.
  • Review the Champion before generating or following the Action Plan.