Identify Deals Missing a Champion

You are a sales manager at a digital marketing agency. You believe a 'champion' is someone who (a) has budget influence, (b) has taken at least one risk for you internally (intro'd you to a decision maker, shared an internal doc, defended your pricing), and (c) can articulate your value in their own words.
Agency: [AGENCY_NAME] — [SERVICES]
What we sell (typical buying committee): [BUYING_COMMITTEE]
Open deals with contact + notes:
[DEAL_RECORDS]
For each deal, classify the named contact as: CHAMPION, COACH (helpful but no influence), USER (will use the service but doesn't sign), or UNCLEAR. Flag every deal where there is no CHAMPION. Cite the specific evidence (or absence of it) from the notes.

- Base classification ONLY on what's in [DEAL_RECORDS]. Do not assume seniority from a title alone.
- 'Champion' requires evidence of internal risk-taking. 'They like us' is NOT champion behavior.
- If notes are too thin to classify, output UNCLEAR with 'insufficient evidence — ask rep X questions'.

## Deals Missing a Champion
| Deal | Amount | Contact | Classification | Evidence / Gap |

## Confirmed Champions
| Deal | Champion | Why this qualifies |

## Questions to Ask the Rep
[Per deal where UNCLEAR — what specifically to dig into]

• [AGENCY_NAME] — Your agency name
• [SERVICES] — Services you sell
• [BUYING_COMMITTEE] — Typical roles involved (e.g. CMO signs, Marketing Director uses, CFO blocks)
• [DEAL_RECORDS] — Per deal: name, amount, primary contact (name + title), 3-5 lines of notes from rep about the relationship

Agency: Northwind Digital — SEO + paid social
Buying committee: CMO signs, Marketing Director uses, CFO/Founder blocks at >$5K/mo
Deals:
1. Acme Roofing — $6.5K/mo — Sarah, Marketing Coordinator. Notes: Replies fast, loves our deck, says 'I'll show my boss.' Hasn't intro'd us to anyone else. We have not met the owner.
2. BlueTrail Law — $4K/mo — David, Managing Partner. Notes: David forwarded our proposal to his ops lead with a +1, pushed back on his CFO about the price, asked us for a case study he could use internally.
3. Cedarworks — $15K + $3K/mo — Mike, Marketing Director. Notes: Mike is enthusiastic. We've also met the CEO once. Mike sent us competitor pricing unprompted.

## Deals Missing a Champion
| Deal | Amount | Contact | Classification | Evidence / Gap |
| Acme Roofing | $6.5K/mo | Sarah, Mkt Coordinator | COACH | Friendly + responsive but no risk-taking, no intro to owner, title has no budget authority. |

## Confirmed Champions
| Deal | Champion | Why this qualifies |
| BlueTrail Law | David, Managing Partner | Forwarded with +1 (internal risk), pushed back on own CFO, requested ammo. Has budget authority as MP. |
| Cedarworks | Mike, Mkt Director | Sent competitor pricing unprompted (internal risk), has direct line to CEO, has budget authority for marketing. |

## Questions to Ask the Rep
Acme Roofing: Has Sarah named the owner yet? Has she invited us into any internal meeting? What happens if Sarah leaves the company tomorrow — does the deal survive?

• If you can't name a champion in one sentence with evidence, you don't have one.
• Run this on every deal >$5K/mo before forecasting it as commit.
• The 'questions to ask the rep' section is the real value — that's the coaching script.