When your champion is properly equipped, you're 3x more likely to win the deal. That's why I've developed a sales enablement strategy that transforms champions into powerful internal advocates who influence decisions—even when we’re not in the room.
Finding your champion
Not all champions are created equal. The best ones have influence and a personal stake in your solution’s success.
Here’s my 3-step playbook for identifying top-tier champions:
âś… Influence Level: Can they shape internal buying conversations and bring stakeholders into discussions?
âś… Personal Investment: Do they have a reason to push for your solution? Does it help them meet their goals?
✅ Internal Knowledge: Do they understand their company’s buying process and potential roadblocks?
Pro tip: Champions are often power users, frequent question-askers, and naturally curious about innovation. Keep an eye on engagement data and customer networks—ex-employees who loved your solution are often great advocates in their new roles.
Creating a champion enablement strategy
Once you've found your champion, it’s go time. A solid enablement strategy ensures they have the tools to drive the deal forward.
Here’s what I focus on:
🔹 Set Clear Expectations Early: Lay the groundwork from the start—your champion needs to know their role in the deal process.
🔹 Equip Them with Content: Create one-pagers, call recordings, and tailored scripts that they can easily share with stakeholders.
🔹 Keep Training Continuous: The best sales enablement is ongoing—arm your champions with the latest insights to maintain momentum.
Collaboration over competition: I loop in sales ops, marketing, and product teams early to create buyer-friendly enablement strategies that work across departments.
Equipping your champion with sales tools
A well-supported champion is an unstoppable force. We live and breathe Digital Sales Rooms—or Pods, as we call them at trumpet. They help you see inside your buyer’s mind, so you can create tailored follow-ups that get the deal closed faster.
Here’s how trumpet, empowers your champion:
🔹 DSRs: Such as trumpet, provide a centralised hub for deal-related content—no more scattered emails or lost PDFs.
🔹 Mutual Action Plans: A clear roadmap that outlines next steps for all stakeholders.
🔹 Engagement Analytics: Track who is viewing what, for how long, and when—so you know exactly when and how to follow up.
DSRs alone have helped teams cut deal cycles by 40% and increase win rates by 30%. When champions have data-driven resources, they become decision-making accelerators.
At trumpet, we make sure your champions have everything they need in one seamless, engaging, and collaborative space—giving you the ultimate edge in closing deals faster.
Final thoughts: Champions are the future of sales
B2B sales isn’t just about the seller—it’s about empowering buyers to buy. The more we equip and enable our champions, the faster deals move and the stronger relationships become.
🔹 Find the right champion.
🔹 Give them the tools to succeed.
🔹 Let them champion your solution from the inside.
It’s a win-win. 💥
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
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