After meeting the customer · Scenario 06
Champion says "I'll help push it" — are they really pushing?
Manager Zhang said, “I will help get your proposal in.” Did this meeting produce verifiable progress? After the customer meeting, give the system a recording or voice summary. It checks the Champion and Economic Buyer criteria in MEDDIC: did he introduce you to the EB, and has the EB confirmed the budget? If either is missing, it asks follow-up questions, records the gap and reminds you at the next meeting.
Manager Zhang has always been cooperative, providing whatever materials were requested. But for three months, every time we said "report to leadership," he said "I'll pass it along first." Today's meeting was warm again, but looking back: we still haven't met the EB.
Sales (verbal): "Manager Zhang was very enthusiastic again today and said he'd help pass the proposal along. But when I asked to meet the leadership, he still said he'd relay it first."
System: "The supporter stage confirmed enthusiasm, but the decision-maker stage did not: the EB was not reached and the budget was not confirmed. According to MEDDIC, if the Champion doesn't bring you to the EB, it means they aren't ready to vouch for you. Noted. Next meeting, help them prepare the reason to 'bring you to their leadership.'"
The system reviews the conversation against the Champion and Economic Buyer criteria in MEDDIC: has the Champion provided verifiable evidence of progress, such as introductions, confirmations or commitments, and have you reached the EB? Enthusiasm without progress is flagged as a gap, recorded and added to the follow-up question list.
Champion The person inside the customer who is willing to help you push things forward
EB The person who ultimately approves the budget, the economic decision-maker
Record or dictate, hand it to the system
Has the Champion made verifiable progress? Has the EB been reached?
Give your Champion a reason to bring you to the EB
Unconfirmed items are recorded and reminded at the next meeting
No longer held back by the "illusion of cooperation" — know whether to push or pull back
EB outreach records and advancement evidence go into the customer file
Managers see clearly which deals lack key people and step in early
If the Champion doesn't bring you to meet leadership, is that necessarily a bad thing?
Not necessarily, but clarify the "why": is the timing not right, or is he not ready to vouch for it? The system turns clarification into concrete actions instead of waiting idly.
Will contacting the EB directly bypass the Champion?
No. It's about preparing materials for the Champion and letting him bring you in. Your Champion doesn't bring you to the EB either? Add me on WeChat and send me the details, and we'll compare notes.
Where is your team stuck?
Your Champion doesn't bring you to the EB either? Send me the situation and we'll look at how to force out the advancement evidence.
When adding, note your industry or the step you need to improve, so we can match the context directly