Question 1

What is The Champion Test?

Accepted Answer

The Champion Test is a free, structured two-part diagnostic that helps B2B revenue leaders assess whether a specific contact in an active deal is a genuine Champion, a Coach, or a Friend. It tests both the platform a contact needs to be a Champion and whether they are actually behaving like one.

Question 2

Who is The Champion Test designed for?

Accepted Answer

It is designed for sales directors, CROs, and senior revenue leaders running complex B2B sales teams. It is most useful when a deal feels like it is progressing but you are uncertain whether you have a genuine Champion driving it internally.

Question 3

How long does The Champion Test take?

Accepted Answer

Most people complete it in around five minutes. The questions are straightforward and designed to be answered based on your honest assessment of a specific contact in a specific deal.

Question 4

What does The Champion Test cover?

Accepted Answer

Part one covers the three foundations of Champion quality: organisational influence, access to decision makers, and personal stake in the outcome. Part two covers the seven behaviours that distinguish a genuine Champion from a coach: access provision, intelligence sharing, internal advocacy, and willingness to tell you uncomfortable truths.

Question 5

What do I get at the end of The Champion Test?

Accepted Answer

You receive a clear verdict across five categories: Champion, Coach with Champion potential, Potential Champion acting like a Friend, Coach, or Friend. Each result includes a scored breakdown of both dimensions and specific next steps tailored to your outcome.

Question 6

What is a Champion in B2B sales?

Accepted Answer

A Champion in B2B sales is a contact inside the buying organisation who has the influence to affect the outcome of a purchase decision, a personal stake in seeing the initiative succeed, and the willingness to advocate for your solution in internal conversations you are not part of. A Champion is not simply someone who is positive about your product or responsive to your outreach. They are someone who will put their own credibility on the line internally to move the deal forward.

Question 7

What is the difference between a Champion and a Coach in sales?

Accepted Answer

A Coach helps you understand the deal. They share context, make introductions, and help you navigate the organisation. A Champion does all of that and goes further. They actively sell on your behalf inside the account, share uncomfortable intelligence when you need to hear it, and take actions that cost them something internally. If your contact has never done anything that carried internal risk for them, you have a coach, not a Champion.

Question 8

What is the difference between a Champion and a Friend in sales?

Accepted Answer

A Friend is engaged, positive, and accessible. They feel like progress. The problem is that when the budget committee meets or the final decision is made, a Friend is either not in the room or carries no weight if they are. Deals with a Friend as the primary contact can feel like they are progressing for a long time before going quiet with no explanation.

Question 9

How do you identify a Champion in a deal?

Accepted Answer

The clearest test is behaviour, not sentiment. A genuine Champion arranges meetings with senior stakeholders without being asked, shares intelligence about the internal decision process you could not have found elsewhere, argues your case in meetings you are not in, and tells you uncomfortable things when the deal is at risk. If your contact has not done any of those things, they may have the potential to be a Champion but they are not acting like one yet.

Question 10

What is Champion selling?

Accepted Answer

Champion selling is a qualification and deal management approach that focuses on identifying, developing, and enabling a contact inside the buying organisation who will advocate for your solution internally. It is closely associated with MEDDIC and related enterprise sales methodologies. The core principle is that most of the buying process happens without the vendor in the room, so having someone credible and motivated on the inside is one of the most significant variables in whether a complex deal closes.

Question 11

Why do deals stall without a Champion?

Accepted Answer

Without a Champion, there is no one inside the account keeping your case alive between your touchpoints, framing the problem in terms that favour your solution, or countering objections when they arise internally. Deals that appear to be progressing can go quiet at late stage because the engagement was always at the surface level. The budget committee, the final approval meeting, or the internal evaluation happens without anyone in the room who is motivated to argue for you.

Question 12

Is The Champion Test really free?

Accepted Answer

Yes. No sign-up, no email address, no obligation. Tekweni makes these tools available because an honest assessment of your Champion situation is the right starting point for any deal review conversation. If the results prompt a conversation with Tekweni, that is your choice to make.

The Champion Test

A Five-Minute Champion Diagnostic for B2B Revenue Leaders

What To Expect

Frequently Asked Questions