Champion-introduction is the most undervalued cadence in B2B sales

The single most undervalued moment in a B2B sales process is the champion introducing the seller to a second stakeholder. It is also the moment that most sellers, even experienced ones, fail to engineer.

Champions do not introduce by default. The default behaviour is to do their own internal selling, badly, with the seller absent from the room. That is how late-stage deals quietly die.

The fix is to make the champion-introduction request a stage-gate question: the rep cannot move the deal from Discovery to Qualification without a second named stakeholder on a call with the rep. We make this a Salesforce validation rule. Sellers complain for two weeks. Then they start asking. Then they get the introduction.

Coach this skill explicitly. Most reps have never been taught how to ask for an introduction without sounding like they distrust the champion.