Strategem

Champion enablement

Give your champion a model they can use when you are not in the room.

Your champion understands the offer on the call. Then they have to explain it to finance, a technical lead, or the final decision maker without you there to help.

Discuss what your champion has to explain

We use the call to look at one real handoff. We do not build a free model on the call.

A champion using one model in three internal conversations The sales team gives the champion one model they can use with finance, technical reviewers, and the final decision maker. OUTSIDE THE ROOM Sales team HANDOFF MAP Champion Finance Technical Decision maker ONE CASE FOR CHANGE DIFFERENT STARTING QUESTIONS THE REASONING TRAVELS WITHOUT THE SELLER
The Handoff Map gives your champion one model to talk from, even when each person in the room asks a different question.

Short answer

Champion enablement means giving your internal advocate something clear they can use when your team is not there. Strategem builds a bespoke visual model they can point to while they explain the decision to everyone else involved.

What keeps happening

The advocate says yes. The room they return to hears a weaker case.

Your champion remembers the broad idea, but not every connection your team made on the call. So the next room hears pieces of the case and starts objecting to what is missing.

What you see

Each person hears a different piece

Finance hears the cost without the return. Technical reviewers hear how it works without why the change matters. The final decision maker gets a short summary that loses both.

What happens next

Your champion stops pushing so hard

Questions come back to the salesperson and another meeting gets booked. After doing that twice, even a good champion becomes less willing to carry the case alone.

Why the usual fix fails

The deck follows your pitch. Their meeting starts with somebody else's question.

  • The deck follows the order of your presentation. The internal meeting may start with price, risk, or implementation.
  • Battlecards answer known objections. They rarely show how the whole case fits together.
  • The call recording contains the explanation, but your champion cannot put a recording on the table and point to the decision.

We draw the Handoff Map

We work out what your champion must be able to show, which parts cannot get lost, and where different people will enter the conversation. Then we put it in one view they can use without you.

Lean manufacturing software company

A consultant could draw the offer without giving the client a feature tour.

A Lean manufacturing software company had a long list of capabilities, but no short way to show how they worked together. Strategem built the Triple Multiplier Effect.

More people delivering improvements × more improvements spreading across sites × more visible ROI = more value delivered faster

A consultant could draw the model for a client and show where the value came from. The company used the same model with investors, operating companies, and consulting partners. That year, it joined PwC's startup incubator and secured funding.

They also changed who they sold to, from factories to consultants who bring the software into their own client engagements. That bought longer engagements, and the lifetime value of a software user rose by 40 percent.

One champion carrying one model into four rooms, the finished model from this client work The champion holds the Triple Multiplier model at the center, and arrows carry it outward into four rooms: clients, investors, operating companies, and consulting partners. ONE MODEL, USED IN EVERY ROOM Clients Investors Operating companies Consulting partners Your champion CARRIES THE MODEL
One model, four rooms. From the client work described above. Details simplified and anonymized.

Is this your situation?

One person inside the account has to carry the case for you.

Worth discussing

The same handoff matters in several deals

  • You know who the champion is and who they need to convince.
  • The offer takes more than one feature claim to explain.
  • Good calls turn into weak internal recaps.

Probably not a fit

Nobody inside the company is taking the case forward

  • The contact is interested but cannot reach the people involved in the decision.
  • You need a generic leave-behind for every account.
  • You expect one model to make up for missing trust or weak proof.

How the work starts

Build for the meeting your salesperson cannot attend.

We test it in the kind of conversation your champion actually has to lead.

  1. Bring the explanation that keeps breaking
  2. Find where people lose the thread
  3. Draw the model
  4. Try it in the real conversation

Questions

A few things people ask before the call.

What does champion enablement mean in complex B2B sales?

It means giving your internal advocate something clear they can use to explain the decision when your sales team is not there. They need a model they can talk from, not a script to memorize.

How is a visual model different from a leave-behind deck?

A leave-behind deck follows the seller's presentation. A visual model puts the decision in one view, so your champion can start with the question that finance, a technical reviewer, or the final decision maker actually asks.

Does Strategem train our champion?

We build the model around one real handoff and see whether people can use it. If they also need practice or help introducing the model, we include that in the project.

Can the same model work for finance, technical reviewers, and executives?

The same model can work when the decision underneath is the same. Finance, technical reviewers, and executives may start with different questions, but they should still be looking at the same case for change.

How long does the work take?

Two workshops. The first is diagnosis: the problem, the customer, the stakeholders and how each of them has to be spoken to. Between them we draft the messaging and build candidate models. The second fuses the model into how you actually sell. You then use it in the field, and we meet again about three weeks after handover to correct whatever real conversations exposed. Nothing counts as finished until the model has worked in the setting where the explanation was failing.

What does it cost?

The price depends on who is buying, because a committee sale and an expert-led sale are not the same job. For a multi-person B2B company with committee buying, the opening workshop is €5.000 and a full engagement starts at €15.000. For a smaller or expert-led company, the workshop is €1.500 and the full engagement is €5.000. The price is fixed before we start, iteration until the agreed acceptance test passes is included, and if we stop early you pay only for the phases that finished. No day rates and no open end.

Who does the work?

Strategem was founded by Dr. Fritz Hermann, who holds a PhD in organizational psychology and spent a decade as a CMO, with work across banks, insurers and Premier League clubs. The extraction runs as structured interviews on your own real cases, won, lost and difficult, using grounded qualitative method from that background. We draw while we listen.

Introductory call

Bring the handoff your champion is expected to make alone.

We'll look at what your champion has to explain, where they lose the thread, and whether there is a useful model to build.

Discuss what your champion has to explain