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GM to the Top 1% ⚔️
Your champion believes in your solution.
They're not stalling you. They're not losing interest. They're not waiting on legal.
They're fighting a battle inside their organization that you have no visibility into.
And they're too proud, or too uncertain, or too loyal to their company to tell you exactly what it is.
📍 WHAT'S HAPPENING INSIDE THE BUILDING
I've seen this play out more times than I can count.
Your champion needs budget from a CFO they've never had to convince before.
There's a competing internal initiative that your solution inadvertently threatens.
Someone on the buying committee had a bad experience with your company three years ago and hasn't forgotten.
The CEO asked a question in a leadership meeting that your champion doesn't know how to answer.
None of this gets communicated to you directly. You just start to feel the deal slow down. The reply times stretch. The next step keeps moving.
And if you're not careful, you start thinking the problem is you. Your pitch. Your price. Your product.
It's rarely any of those things.
🔑 THE QUESTION THAT OPENS EVERYTHING
The question I've used to unlock more stuck deals than any other:
"What's the hardest part of getting this approved internally that you haven't told me yet?"
Most of the time, they know exactly what the answer is. They've just been waiting for someone to ask in a way that gave them permission to say it.
When they answer that question, your job becomes completely clear.
You're not there to pitch. You're there to arm them.
🛠️ HOW TO ARM YOUR CHAMPION
Give them the one-page business case in their language. Not your language. Theirs.
Three numbers: cost of the status quo, projected impact of your solution, break-even timeline. One risk scenario addressed directly. Zero jargon.
Give them the three questions their CFO will ask, with answers ready to go.
Give them a slide they can forward when you're not in the room.
Give them language that makes them look smart in front of their executive.
The sale doesn't end when your champion says yes. It ends when they can get everyone else to yes.
Your job is to win the room you're never in.
✅ YOUR HOMEWORK
For your three most important active deals, schedule a conversation with your champion this week. One agenda item: "I want to understand what's hardest about getting this approved internally."
Then listen. Quietly.
What they tell you will define the next 30 days of your deal strategy.
❓ 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?
☕ Share Morning Sales & Earn Rewards
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See you tomorrow.
Edward Founder, Morning Sales
P.S. One full module of The AI-Native Sales Leader is on champion enablement with AI. We build the tools that automatically generate the one-pager, the CFO prep doc, and the internal talking points. April 17. 30 seats. EARLYBIRD saves 15% through March 31. maven.com/edward-gorbis/the-ai-native-sales-leader