3 Signs You've Got a Rock-Solid Champion (And How to Keep the Love Alive)

It's Valentine's Day, which means it's time to celebrate the relationships that really matter. No, not that kind—we're talking about your champion relationships.

You know the ones. Those rare buyer advocates who don't just tolerate your emails—they actually respond to them. Who introduce you to power players without hesitation. Who fight for your solution in rooms you'll never see.

Champion relationships in B2B sales can feel as unpredictable as dating. One day they're engaged and collaborative, the next they've ghosted your calendar invite for the third time. But when you find a truly great champion? It's unmistakable.

We talked to Account Executives about their best champion relationships to identify the green flags that signal you've got something real. Here are three signs your champion is genuinely invested in getting your deal across the finish line.

Green Flag #1: They Ask Questions That Scare You (In a Good Way)

The Sign: Your champion doesn't just ask surface-level questions about features and pricing. They dig into the uncomfortable stuff: implementation timelines, potential roadblocks, how your solution will work with their existing tech stack, what happens if adoption is slower than expected.

Why It Matters: These questions aren't challenges—they're preparation. A champion asking tough questions is actively thinking through how to defend your solution internally. They're stress-testing your value proposition so they can answer objections before they arise.

What This Signals: Your champion is doing the mental work of pre-selling. They're not just interested in your product; they're invested in making it work within their organization. They're thinking several moves ahead, which means they're serious about getting this deal done.

Real champions want you to help them be better advocates. They're not trying to trip you up—they're trying to arm themselves with the answers they'll need when decision-makers start pushing back.

Green Flag #2: They Connect You Directly to Stakeholders

The Sign: When you mention wanting to understand a specific stakeholder's perspective, your champion doesn't filter the request or "handle it internally." Instead, they offer to make the introduction themselves. Better yet, they proactively suggest stakeholder conversations before you even ask.

Why It Matters: Champions who facilitate direct stakeholder access are demonstrating both confidence and internal capital. They're not gatekeeping information or trying to control the narrative—they trust you to represent the solution well, and they have enough organizational influence to make those introductions happen.

What This Signals: Your champion sees themselves as a collaborator, not a middleman. They understand that complex deals require multi-threading, and they're actively helping you build relationships across the buying committee. This behavior also suggests they're confident in your solution's fit—otherwise, they wouldn't risk their credibility by connecting you.

The best champion relationships feel like partnerships. You're not selling to them; you're selling with them. When a champion opens doors rather than guards them, you know you're aligned.

Green Flag #3: They Respond Quickly—And With Substance

The Sign: Your champion's response times are consistently fast, and when they reply, it's not just a quick "Got it, thanks." They provide context, share updates, flag potential concerns, or advance the conversation meaningfully. Even when they're busy, they keep you informed about what's happening.

Why It Matters: Response velocity and quality both indicate prioritization. Champions who respond quickly and thoughtfully are signaling that your deal is actively on their radar. They're not just being polite—they're actively engaged in moving the evaluation forward.

What This Signals: Your solution is a priority for them, not a nice-to-have. Fast, substantive responses also suggest your champion has internal momentum. They're in meetings, hearing feedback, navigating objections, and they want to keep you in the loop so you can adjust strategy together in real time.

Communication patterns reveal commitment. When a champion treats your deal like it matters, it probably does.

How to Keep Champion Relationships Strong

Great champion relationships don't happen by accident, and they don't maintain themselves. Even the best partnerships need consistent attention and strategic support.

This is where having an AI Sales Teammate like Ava becomes invaluable—not to replace relationship-building, but to help you nurture these connections more effectively.

Relationship Health Monitoring

Ava tracks engagement patterns across your champion relationships, helping you spot when communication velocity drops or when stakeholder dynamics shift. She doesn't just alert you to problems—she helps you understand what's changing and why it might matter.

Proactive Support Recommendations

When you're preparing for champion conversations, Ava can suggest the most relevant context, competitive positioning, or strategic talking points based on where the deal stands and what your champion has been asking about. She helps you show up prepared and valuable in every interaction.

Multi-Threading Intelligence

Strong champion relationships often lead to broader stakeholder access. Ava helps you capitalize on those introductions by mapping stakeholder influence, suggesting conversation approaches for each persona, and ensuring you're building relationships strategically across the buying committee.

An AI Teammate Helps You Be a Better Partner

The best champion relationships are reciprocal. Your champion advocates for you internally; you provide them with the insights, materials, and strategic support they need to be successful advocates.

Ava helps you hold up your end of that bargain. She ensures you're always responsive, always prepared, and always adding value—the same qualities you appreciate in a great champion. She doesn't build relationships for you, but she makes sure you never drop the ball on the ones that matter.

Because when you've found a rock-solid champion, the last thing you want to do is take them for granted.

Ready to transform how you work with champions? Discover how Ava can help you nurture the relationships that win deals at vivun.com/ai-sales-agent.