Sales Champion Assessment: Test If Your Champion Is Real

Check if your contact has the power, the access and the drive to sell for you when you are not in the room. Each verdict comes with proof from emails and calls.

Champion assessment

Test if your champion has power, access and real commitment.

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Which contact and deal do you want to assess?

Trusted by 1700+ teams to close deals faster.

Your champion is friendly. Can they get it signed?

Warm, but no action

They love the demo and reply fast. But the internal meeting they promised never gets on the calendar.

No path to the buyer

You asked twice to meet the economic buyer. Each time: "Let me float it internally." Then nothing.

A title, not influence

A senior title in the CRM. Then you learn the decision was made in a meeting they were not in.

Judge the champion on what they do, not what they say

Cobl puts your contact through 3 tests: power, access and commitment. It looks at what they did, not how warm they sound, and gives each test a status with the proof behind it.

Power, from real signs

Their role, who they report to, and whether others follow their lead on calls and in threads.

Access, tested

Did they bring you to the economic buyer, finance or IT? Each intro is dated and linked.

Commitments tracked

What they promised, what they did and what slipped. A champion who stalls is flagged early.

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Is Marta a real champion on the Helix Logistics deal?

Covered by

Get a verdict on power, access and commitment, with the proof for and against.

Is Marta a champion or just a coach?

Covered by

See what she does for you, what she avoids, and which test she fails.

Has Marta kept the commitments she made on this deal?

Covered by

Get each promise, its date and whether it happened.

How can I test Marta before I commit this deal in my forecast?

Covered by

Receive 3 asks for your next call that show if she will sell for you.

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Know who will sell for you when you are not there

A friendly contact is not a champion. Knowing early that yours can't carry the deal gives you time to find someone who can.

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Actions, not words

Intros made, documents shared, meetings set up. Enthusiasm on a call does not count as proof.

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Real influence

Access to the economic buyer, weight in the buying committee and who they report to.

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Strengthen, test or replace

A test for the next call, help for a champion who is close, or a second contact to build.

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Questions about this use case

What is a champion in sales?

A champion is a person inside the buying company who wants your solution to win and sells it internally when you are not there. A real champion has influence on the decision, gives you access to the people who decide, and has a personal stake in the result. A friendly contact who shares information but takes no risk for you is not a champion yet.

What is the difference between a sales champion and a coach?

A coach gives you information and introductions. A champion actively argues your case when you are not present. MEDDICC sets three criteria for a champion: power and influence, acting as an internal seller for you, and a vested interest in your success. Somebody missing one of the three is a coach, and a coach who has influence but is not yet selling for you is the person most worth developing.

How do you test a sales champion?

Give them small asks that cost them something: a dated introduction to the economic buyer, a business case they present to their leadership, the name of who will defend the project when you are not there. A real champion says yes and does it. Cobl tracks these asks and what happened after each one.

Does a sales champion need budget authority?

No, and expecting it will make you disqualify good champions. In the MEDDIC framework, Champion and Economic Buyer are two separate letters, because influence and spending authority sit with different people in most organizations. Your champion's job is to move the person who does control the budget, which is precisely why the material you give them matters so much.

Sales Champion Assessment: Test If Your Champion Is Real

Your champion is friendly. Can they get it signed?

Warm, but no action

No path to the buyer

A title, not influence

Judge the champion on what they do, not what they say

Power, from real signs

Access, tested

Commitments tracked

Try it with Cobl

Know who will sell for you when you are not there

Actions, not words

Real influence

Strengthen, test or replace

Questions about this use case

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