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GM to the Top 1% 💼
In 2018, I had a deal that had been in my pipeline for 11 months.
$2.8M. Fortune 500 company. The kind of deal that changes your year.
My champion kept telling me we were close. Business case approved. Legal almost done.
Month 9. Month 10. Month 11.
📍 THE QUESTION I SHOULD HAVE ASKED IN MONTH 2
I finally asked it in month 11: "What would have to be true for this to close by the end of the month?"
Silence.
Then: "Honestly? The CFO still isn't convinced. And I don't know how to get you in front of her."
My champion wasn't stalling me. He was stuck too. He needed me to help him sell internally and had been too embarrassed to admit it.
This is more common than most reps realize. Your champion believes in your solution. They want this to happen. But they're navigating internal politics, competing priorities, and a buying committee that doesn't report to them.
They're fighting a battle you don't know about.
🔑 WHAT WE DID NEXT
We built a one-page business case together. I drafted it, he refined it with internal language.
Three numbers: cost of the current problem, projected impact of the solution, break-even timeline. One risk scenario, addressed directly. Zero jargon.
She approved it in 48 hours.
Eleven months of pipeline movement solved by one direct question and one page of paper.
💡 THE FRAMEWORK: ARM YOUR CHAMPION
Every deal has a room you're not in. A conversation between your champion and the economic buyer that happens without you. A budget meeting. An executive briefing. A Slack message that goes "hey, do we actually need this?"
Your job is to equip your champion for that room.
Give them a one-page business case in the company's own language. Give them the three questions the CFO will ask and the answers ready to go. Give them a slide they can forward. Give them language that makes them look smart in front of their boss.
The sale doesn't end when your champion says yes. It ends when they can get everyone else to yes too.
✅ YOUR HOMEWORK
Look at your top three stalled deals right now. For each one, ask your champion: "What would have to be true for this to move forward this month?"
Then listen. Really listen.
The answer will tell you exactly where the real work is.
❓ QUESTION OF THE DAY
What's the most useful thing you've ever given a champion to take into a room you weren't in?
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See you tomorrow.
Edward Founder, Morning Sales
P.S. Arming your champion is one of the 8 frameworks inside The AI-Native Sales Leader. We build the actual AI tools that do this automatically. 30 seats, April 17. Code EARLYBIRD saves you 15% — expires March 31. maven.com/edward-gorbis/the-ai-native-sales-leader