Closing Enterprise Deals: Finding Your "Champion"
In B2B, the person you talk to usually can't sign the check. They are your "Champion." Your job is to coach THEM on how to sell YOU to their boss.
What is The Champion?
The Champion is An internal employee who loves your product and advocates for it when you are not in the room.
The 3 Core Benefits
Insider Intel
Your Champion tells you the truth. "The CFO is in a bad mood, wait until next week." or "Competitor X is offering a discount."
Procurement Navigation
Procurement's job is to say No. Your Champion fights them. "We NEED this tool to hit our Q4 goals." They create urgency.
Viral Expansion
After the sale, the Champion spreads the tool to other departments. "Hey Marketing, you guys should use this too."
Building the Champion
Identify the "Mobilizer"
Look for the person asking tough questions. Not the "Yes man." The person who cares about results is usually the Mobilizer.
Arm Them
Don't just send a PDF. Send a "Business Case" slide deck. "Here is how to explain the ROI to your CFO." Write their script.
Test the Champion
Ask them to do something. "Can you get us the org chart?" If they do it, they are committed. If not, they are a fake champion.
Multi-Threading
Don't rely on one person. If they quit, the deal dies. Build relationships with their boss and their peer (The Technical Buyer).
Mesh Proof
Show your Champion your Mesh page. "Look, 50 other Enterprise CTOs use us." Give them the social proof they need to look smart.
Selling to a Company vs. Selling with a Champion
| Feature | Selling to a Company | Selling with a Champion |
|---|---|---|
| Access | Gatekeepers | Backdoor |
| Trust | Low (Salesman) | High (Colleague) |
| Close Rate | 10% | 40% |
Frequently Asked Questions
What if I can't find a champion?
Then you don't have a deal. You have a "Zombie Opportunity." Kill it and move on to a prospect who cares.
Can the CEO be the champion?
Yes, in small companies. In big companies, the CEO is too busy. You need a VP or Director level champion.
How do I reward them?
Make them look good. Give them credit. Help them get promoted. "Thanks to Sarah's initiative, we saved $50k."
What makes a launch channel high intent?
High-intent channels have users actively searching for solutions, not just browsing a feed.
How many channels should I launch on?
Start with 3-5 strong channels, measure conversions, then expand to 10-12 over time.
How do I avoid launch fatigue?
Stagger your launches and reuse assets so each channel gets a focused push.
What should I measure after launch?
Track qualified signups, backlinks, and demo requests, not just raw traffic.
How does Mesh of Growth fit with other platforms?
Use Mesh for compounding reviews and backlinks while other platforms provide short-term spikes.
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