deal-champion-mapping

The saved excerpt is a snapshot from when this skill was listed. The external source remains the complete and most current version.

---
name: deal-champion-mapping
description: Builds an evidence-graded stakeholder map for one active deal from titles, call notes, email and meeting activity, and CRM contact roles, naming the likely champion, economic buyer, and blockers, each with a confidence level tied to observed behaviour rather than title. Covers B2B buying committees and high-consideration B2C households. Use whenever the user mentions a champion, economic buyer, power map, deal org chart, multi-threading, single-threaded risk, or "who actually decides", even without the word stakeholder. Do NOT use for qualification scoring (mbfinotti/sales-skills@meddpicc-scorecard) or scanning notes for general risk (mbfinotti/sales-skills@deal-red-flags).
license: MIT
metadata:
  author: Maya-Beth Finotti
  version: "1.4.11"
---

# Champion Mapping

Turn what is already known about an account - contact list with titles, call notes, email and meeting activity, CRM contact roles - into a stakeholder map. The map:

- Names the likely champion, the economic buyer, and the blockers or detractors.
- Grades every assignment by the strength of its evidence.
- States what is still unproven.
- Attaches the next concrete action that proves or disproves it.

The role definitions come from MEDDICC (champion, economic buyer) and Challenger (Mobilizer, Blocker) as named sources; this skill identifies and tests the people - it never scores the deal against any acronym.

Confidence labels used throughout:

- **verified** - confirmed at a named source.
- **second-hand** - documented only via another publisher.
- **vendor-data** - a vendor's own correlational platform dataset, never independently replicated.
- **inference** - this skill's own reasoning rather than a cited claim.

No vendor correlation here is causal, ever.

## Interview

Ask before mapping. One question per message; offer multiple-choice answers when possible; skip anything the user's data already answers.

- B2B, or high-consideration B2C? (B2C here means considered household purchases - remodeling, solar, private school, financial products - not impulse retail.)
- Deal size and segment? (Transactional / mid-market / enterprise - this sets the coverage benchmark and how much committee to expect.)
- What contact data exists? (Contact list with titles, call notes or transcripts, email/meeting activity, CRM contact-role fields - paste or attach whatever is available.)
- What stage is the deal in? (Early discovery, evaluation, proposal, procurement/paper process - later stages demand more proven roles.)
- Does the team run a sales methodology (MEDDICC/MEDDPICC, Challenger, Miller Heiman, other)? The map will use its vocabulary where it matters.
- Industry or regulatory context? (Regulated buyers add compliance and legal seats to the committee by default.)
- Does the product touch customer data? (If yes, assume a security reviewer exists whether or not one has appeared - **inference** from practitioner consensus that security can veto after everyone else approves.)
- What is already known about the org - reporting lines, prior deals at this account, who bought last time?
- Who is the current primary contact, and why them? (The answer often reveals whether the deal is single-threaded.)
- By what date must the next assignment be proven - close date, board meeting, budget cycle? (A hard date promotes the near-zero, same-week asks and deletes anything whose latency exceeds it, starting with the co-built business case.)
- One-off win, or a compounding asset - is this account also a reference, an expansion base, a logo the team will resell against? (A compounding mandate promotes the slow, high-value plays: the co-built case, an executive sponsor, a cultivated second champion.)
- What is the effort ceiling - how much of the contact's political capital can this deal spend, how many rep hours, and can a refused ask be survived? (A low ceiling, or a contact who has already spent capital once, holds the ladder at its cheap rungs