Champion tracking

The discipline of following your advocates as they change roles and companies, because an executive who trusted you at one account becomes a warm door at the next — if you notice the move and reach out. Past champions who reappear in a live deal dramatically raise its odds and its size, yet the large majority never return on their own, even months into a new job. In a concentrated market like PH automotive, where the same executives circulate among a small set of companies, a monthly job-change sweep is a short manual task with outsized payoff.

Source: UserGems champion-tracking analysis of 5,000+ opportunities — a past champion in a deal is associated with roughly +114% close likelihood and +54% deal size, while about 91% of past champions do not return unprompted (VENDOR). The move is a signal; acting on it before it goes cold is the whole point.

First used in: 2.5 · Referrals & champion tracking