Introduction

Champion tracking is a strategic approach in B2B sales that involves identifying, monitoring, and engaging with key individuals, known as champions, who advocate for your product or service within their organizations. These champions can be previous users, past buyers, or internal influencers who have experienced the value of your offerings.

By keeping track of their career movements, such as job changes or promotions, businesses can maintain and leverage these relationships to facilitate smoother sales processes, shorten sales cycles, and drive revenue growth. Engaging with champions in their new roles can open doors to new accounts, as they are more likely to support and promote solutions they trust. Effective champion tracking ensures sales teams stay connected with these valuable advocates, turning past relationships into future opportunities.

To access the Champion Tracking feature, follow these steps:

1. Log in to Aviso.
2. Select Deals. From the Deal List View, select the deal for which you want to view the Champions.
   
   
   
3. Switch to the Relationships tab. On the left-hand side pane, you will be able to view the Buyer Champions.
   
   
4. You can view the Key Champion and the Next Best Champion under Buyer Champions.
   
   
5. Click the “Review Buyer contacts to identify champions” to identify the champions.
   
   
6. The “Identify Champions” pop-up will open, wherein you can select the contacts to add them to the identified champion list.
   
   

Champion Tracking Workflow

1.  Champion Identification
   • Data Collection: Extract contact information from your CRM, focusing on roles, titles, and engagement history.
   • Champion Criteria: Identify individuals who have:
   • Previously advocated for your product.
   • Held decision-making positions (e.g., Executive level, Project Sponsor)
   • High engagement grades (A+ or A-).
   • External Enrichment: Augment CRM data with external sources like LinkedIn, Adapt.io, or People Data Labs to validate and enrich contact profiles.
      
2. Monitoring & Triggers
   • Job Changes: Set up alerts for role/title changes, leveraging email signatures and external databases.
   • Account Movements: Track when champions exit current organizations or join new ones, especially within your Ideal Customer Profile (ICP).
   • Engagement Signals: Monitor interaction frequency, sentiment analysis from communications, and participation in relevant events.
      
3. Engagement & Action
   • Next Best Action (NBA): Based on triggers, determine the optimal engagement strategy, such as personalized outreach or scheduling meetings.
   • Weekly Digests: Provide summaries of champion movements and suggested actions to keep teams informed.
      
4. CRM Integration & Updates
   • Champion Tagging: Incorporate a 'Champion' checkbox or field within contact records to denote status.
   • Data Synchronization: Ensure that updates from external sources and internal interactions are reacted in the CRM in real-time.
   •  Feedback Loop: Allow sales teams to input observations, refining the accuracy of champion identification over time.
   •  Auto-sync the Champion form.