The Art & Science of Champion Building in Enterprise Sales

In a complex deal cycle, there’s only so much you can do to move the needle yourself. Meanwhile, your champion — the person who believes in your solution but still needs to rally the internal decision-making unit — is spending +100 hours discussing the problem, the options, the budget, and the risks… all without you in the room. That’s why having a true champion isn’t optional — it’s essential. In this keynote, Frederik Maris breaks down the art and science of building champion: the internal ally who sell on your behalf, shape the buying criteria in your favor, and push the deal forward when things stall. Rooted in real enterprise sales experience and the MEDDIC methodology, this session presents a clear, repeatable framework built around four key stages:

• Identifying the right potential champions early
• Building trust, credibility, and alignment
• Testing their influence and commitment
• Working with them to navigate internal politics and win the deal

This session is for sales professionals who are ready to stop losing deals in rooms they’re not in — and start winning them with champions who are.