Your Champion Isn't Enough Anymore [9]

Show notes

🎙️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar

The average B2B buying group in 2026 is 22 people: 13 internal plus 9 external influencers (Forrester). Your champion is one voice in that room. "Find the champion, arm the champion" was built for a world that doesn't exist anymore.

What Nate and Ava discuss

• The deal review question that should scare every SE leader listening
• Why the 22-stakeholder buying group changes what SEs have to do — not just what they have to know
• The "champion enablement kit" — what goes in one, and how it turns your champion into a carrier, not a salesperson
• The real signal when a champion can't tell you who's in the signoff room

The move

Before your next stakeholder review on a real deal, ask your champion one question: "Who's going to be in that room that I've never met?" Then build targeted material for each of those people — not a generic deck. If your champion can't answer the question, you have a bigger problem than a missing deck.

🔗 Resources & Links: paths.to/presales

📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call