Your Champion’s role isn’t just limited to identification and engagement with the Economic Buyer but they also play an advisory role. The Economic Buyer is likely to be a senior executive and your Champion should coach you on how to work with the Economic Buyer. Questions to ask your Champion: How do they like to be engaged? E.g. Phone? Email? Letter? What do they care about? E.g. Making Money? Saving Money? Reducing Risk? What are some things that you know they like? What are some things that you know they dislike?
