In high-stakes B2B sales, being “multi-threaded” and having a clearly defined champion is essential for advancing deals and closing with confidence. But what does that actually look like in practice? Below is a comprehensive, field-tested checklist for verifying whether you’ve truly established a sales champion and whether you’re effectively multi-threaded sales qualification across the deal.
Characteristics of a True Sales Champion or Multi-Threaded Sales Opportunity: Willing to be in a texting relationship – Your champion should be comfortable with direct, informal communication channels that indicate trust and accessibility. Willing to introduce you to others in the org – A ...
