In this episode of Hit Your Numbers, James hosts Keno Helmi, five‑time CRO (currently at Cloudbolt), for a deep dive into the art of developing champions in complex B2B deals.They talk about how you learn to build champions (often the hard way), why just identifying one isn’t enough, and how to test someone’s strength as a champion through early signals. You’ll hear how to start with the economic buyer and ask the right questions to get introduced to people who truly move the deal forward, not just talk a good game.Whether you’re a rep, manager, or leader accountable for forecasting, this episode will change how you think about champions and reframe your approach to deal strategy. Because every elite sale has more than just product - there’s influence, alignment, and tactical design behind it.Follow Keno Helmi on LinkedIn: https://www.linkedin.com/in/keno-helmi-74779329/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

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