Single champion selling is dead; replacing enthusiasm with strategic sales!
About this episode
Jessica Lorimer discusses the risks of single champion selling in B2B sales and advocates for building multiple internal champions within organizations.
If your B2B sales process relies on one enthusiastic contact inside an organisation to champion your work, you are one resignation away from losing everything you have built. In this episode of the Selling to Corporate® podcast, Jess Lorimer makes the case that single champion selling is not just risky and is a strategy that actively limits the size of deal you can close and the speed at which you can close it. Jess explains the concept of multiple internal champions: who they are, why they matter, and how building relationships with three to five key people inside each target organisation transforms your lead generation, protects your pipeline, and unlocks bigger, more premium deals. This episode is essential listening for any coach, consultant, trainer, speaker, or done-for-you service provider who is serious about building sustainable B2B revenue in the second half of 2026. Who This Episode Is For Coaches, consultants, trainers, speakers, and done-for-you service providers selling to corporate clients Anyone whose B2B sales process depends on a single point of contact inside each organisation Those who have experienced a deal stalling or collapsing because a key contact left…
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