Key Takeaways
- When your champion is properly enabled, you’re 3x more likely to win the deal.
- A strong enablement strategy turns champions into internal advocates who influence decisions.
- trumpet’s Digital Sales Rooms (DSRs) help champions align stakeholders, track engagement, and accelerate deal cycles by up to 40%.
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.
Why does champion enablement matter in B2B sales?
In complex B2B sales, you’re rarely selling directly to the final decision-maker. You rely on internal champions - trusted contacts who advocate for your solution inside the buyer’s organisation.
According to Gartner, 77% of B2B buyers say their purchase journey is complex and involves multiple stakeholders. Equipping a single, well-placed champion can mean the difference between momentum and stall.
When your champion is empowered, they can carry your message, justify the investment, and influence others, even when you’re not in the room.
How can you identify your strongest sales champion?
Not all champions are created equal. The best ones have both influence and personal motivation to see your solution succeed.
My 3-step playbook for finding top-tier champions:
✅ Influence Level: Can they shape internal buying conversations or loop in decision-makers?
✅ Personal Investment: Do they benefit directly from your solution’s success?
✅ Internal Knowledge: Do they understand their organisation’s buying process and roadblocks?
Pro tip: Champions are often power users, curious question-askers, or previous customers who loved your solution at another company.
Use engagement data in trumpet to spot these people, the ones consistently viewing Pods, sharing resources, and inviting colleagues.
What’s the best strategy to enable your champion effectively?
Once you’ve identified your champion, it’s time to set them up for success.
Build a sales enablement strategy around three core principles:
🔹 Set clear expectations early: Define their role in moving the deal forward, clarity drives accountability.
🔹 Equip them with shareable content: Provide one-pagers, recorded calls, and talking points they can confidently present internally.
🔹 Maintain continuous training: Update your champion with new insights, use cases, and ROI data throughout the deal cycle.
trumpet teams often collaborate with sales ops, marketing, and product to design enablement materials tailored for champions. This cross-functional approach ensures the message resonates across departments.
How can trumpet help you equip your champion with the right 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.
Why are champions the future of B2B selling?
Modern B2B sales isn’t about sellers pushing, it’s about empowering buyers to champion your solution internally.
When champions are equipped:
- Deals move faster.
- Internal consensus builds naturally.
- Relationships become long-term partnerships.
🔹 Find the right champion.
🔹 Give them the tools to succeed.
🔹 Let them champion your solution from within.
With trumpet, you don’t just win deals - you create advocates who sell for you.
FAQs
1. What is a sales champion?
A sales champion is an internal advocate at your prospect’s organisation who supports your solution, influences key stakeholders, and helps drive the buying decision.
2. How can I identify a potential champion?
Look for individuals who engage with your content, ask detailed questions, and show excitement about solving specific problems your product addresses.
3. Why should I use trumpet for champion enablement?
trumpet’s Digital Sales Rooms allow champions to share relevant, trackable materials with stakeholders, boosting transparency and collaboration.
4. What results can I expect from enabling champions with trumpet?
Users see up to 40% shorter sales cycles and a 30% increase in win rates, thanks to improved visibility, alignment, and buyer participation.
5. How can I measure champion effectiveness?
Track engagement analytics within trumpet, monitor who’s viewing content, sharing Pods, and driving internal conversations.
![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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