Champion Identification & Development
Find and nurture internal champions who advocate for your solution inside prospect organizations, from manual champion vetting to AI-driven champion development programs that increase win rates by ensuring strong internal advocates in every deal.
npx gtm-skills add sales/connected/champion-identificationOutcome
>=3 deals with identified champion candidates who responded positively, and >=30% faster stage progression vs non-champion deals in 1 week
Leading Indicators
- Champion candidates identified per account
- Champion response rate
- Deal velocity (champion vs non-champion)
- Champion engagement score
Instructions
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Select 5 active deals at Connected stage in Attio — similar deal size, 50+ employee companies, currently single-threaded. Identify 5 comparable control deals.
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Run the champion-profiling drill: export target companies to Clay, find 3-5 champion candidates per account (Manager-Director level, 6mo-3yr tenure, in product's user department), enrich with behavioral signals (frustration posts, competitor engagement, learning signals, job changes), score and rank.
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Push scored candidates to Attio with champion_status = Candidate. Generate AI briefings for Hot candidates (75+).
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Human action required: Manually reach out to top 1-2 candidates per account. Reference their specific signal. Frame as helping, not selling.
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Track responses for 7 days: log sentiment in Attio, note meetings booked, questions asked, materials forwarded, colleagues introduced.
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Run threshold-engine drill: compare test vs control deal progression. Pass = >=3 deals with positive champion response AND >=30% faster progression.
Recommendations
Time
6 hours over 1 week
Play-specific cost
$0 incremental if Clay already in stack; ~$185/mo if new