Using Champions to close deals with confidence

Identifying a Champion is one thing—but using them effectively during the closing phase is what separates high-performing sales teams from the rest.

When a deal nears the finish line, pressure rises. Timelines tighten, objections emerge, and internal processes can grind everything to a halt. This is where your Champion becomes invaluable—not just as a supporter, but as an internal deal driver, removing friction and keeping momentum high.

Jump to section: 

• Engaging key stakeholders - procurement, legal and beyond
• Unblocking and overcoming obstacles
• Navigating timescales and driving to your timelines
• Co-create and review a close plan

Here’s how to make the most of your Champion during the close—and how they can help you navigate key elements of the Decision and Paper processes with confidence:

1. Engaging key stakeholders – procurement, legal and beyond

Deals don’t close on enthusiasm alone. Procurement, legal, IT, and finance all play critical roles in the Paper process. If these stakeholders aren’t engaged early, even the most promising deals can stall.

Your Champion should lead the charge here. They will:

• Bring the right internal stakeholders into the conversation,
• Surface any red lines or non-negotiables within the Paper process,
• Provide visibility into contractual approval steps and common pitfalls.

This saves valuable time—and avoids scrambling for last-minute signatures or documents. If you’re left chasing names or facing unexpected hurdles, you may not have the Champion you thought you did.

2. Unblocking and overcoming obstacles

Closing a deal is rarely straightforward. Last-minute objections, legal queries, or budget constraints often appear just when you think you're nearly done. What matters most is how quickly you can respond—and whether you have internal help to do it.

Champions are your internal fixers. During the Decision process, they know how to get things moving again. They:

• Clarify how decisions really get made,
• Uncover additional stakeholders and a competitor’s Champion,
• Escalate and resolve internal tensions or objections swiftly.

If issues arise and your Champion remains passive or unavailable, it’s a red flag. True Champions step up when it counts.

3. Navigating timescales and driving to your timelines

Quarter and year ends are our timescales—not the customer's. Having a Champion who has something to gain from working to our timeline is imperative. Without their internal drive, the deal is at risk of slipping—even if everything else is in place.

A committed Champion will:

• Work backwards from your target close date,
• Align internal actions to match your external pressure,
• Keep both the Decision and Paper processes on track. 

They create internal urgency, make your deadlines feel like theirs, and ensure there’s a shared sense of timing. Without this, deals often lose momentum at the very last moment.

Final tip: co-create and review a close plan

A close plan is one of the most crucial tools in enterprise sales. Done well, it becomes a single source of truth and accountability for both you and your Champion.

It should map out:

• Key milestones across the Decision and Paper processes,
• Internal owners and external dependencies,
• Clear, time-bound actions leading to signature.

We recommend using our Mutual Success/Close Plan template*, designed specifically for joint success. It clearly outlines each action, the responsible party, and the intended outcome—ensuring that every step taken is a step closer to the final destination: a signed agreement.

This mutual framework transforms closing from a reactive scramble into a structured, shared journey to success.

The real power of the close plan comes from revisiting it. Weekly check-ins with your Champion help you spot slippage early, drive alignment, and build joint ownership of the path to close.

If your Champion avoids the plan or shows little engagement—take that as a clear signal.

Summary: Champions drive predictable closes

Champions aren't just helpful—they're essential during closing. They unlock internal resources, guide you through the Decision and Paper steps, and drive urgency across the business.

Use this phase of the cycle to continue testing their intent, influence, and impact. Are they advocating internally? Are they helping you forecast with confidence? Are they co-owning the outcome?

With the right Champion, closing becomes a partnership—not a push.

* inspir'em members have access to a FREE close plan template.

• Leader members, access your template here.
• Sales members, access your template in your MEDDIC Starter Kit or MEDDPICC Starter Kit.

This blog is part of our "Champion Series" of 6 blogs and live member webinars. 

Become a member today to join our exclusive member webinars and gain access to a host of valuable MEDDPICC resources.