Are You Part of the 78% of B2B Sellers Who Can’t Get Past Their Champion?

A staggering 78% of deals stall because the rep never met the Economic Buyer. Here is how to use Revspire to break through the bottleneck.

On this page

• The Champion Conundrum
• Breaking Through the Barrier
• Empowering Your Champion to Sell
• The Secret Weapon: Revspire Deal Rooms
• Final Thoughts

The Champion Conundrum

Are you struggling to break through to key decision-makers? You’re not alone. A staggering 78% of B2B sellers find themselves unable to move past their champion. This isn’t just a number—it’s a wake-up call.

I’ve got some eye-opening stats for you:

• 82% of Account Executives rely entirely on a champion to drive the sale internally.
• 61% believe reaching more stakeholders is the only way to boost win rates.

There is clearly a gap. The “Single-Threaded” deal is a dead deal in 2026. So, how do we fix it?

Breaking Through the Champion Barrier

Breaking through requires a strategic approach to Multi-Threading. As a Sales Leader, I know the struggle. You don’t want to go around your Champion and annoy them, but you can’t rely on them to do your job.

The Strategy: Don’t bypass your Champion; Empower them. Your Champion is likely not a salesperson. They don’t know how to sell your product to their CFO. You have to teach them.

Empowering Your Champion to Sell Internally

To get in front of more stakeholders, you must treat your Champion like a partner, not a prospect.

1. The Business Case Collaboration Collaborate with them on the Business Case inside the Revspire Deal Room.

• Give them the exact script to use when discussing ROI with their boss.
• Link the purchase to their personal goals (e.g., “This project will help you get that promotion”).

2. The Mutual Action Plan (MAP) Get everyone in sync. By using a Revspire Mutual Action Plan, you can map out the steps to close.

• “To get this signed by Q3, we need the CFO to review the legal terms by next Tuesday. Can you add her to the Room?” This makes the introduction a process requirement, not a sales ask.

Digital Sales Rooms: Your Secret Weapon

The real game-changer for stakeholder engagement? Revspire Digital Deal Rooms.

These tools are revolutionizing how we engage. By using Email-Gated Rooms, we can now surface Hidden Decision-Makers.

How it works:

1. You send the link to your Champion.
2. Your Champion forwards the link to their boss (the decision-maker).
3. Revspire alerts you: “New Stakeholder (CFO) viewed the Pricing Tab.”

The Insight is Gold: This allows you to map out the buying team without ever asking “Who is the decision maker?” You can then send a “warm intro” email to that new stakeholder because you know they are interested.

Final Thoughts: Transforming Your Approach

Breaking through the champion barrier is the difference between hitting quota and missing it. By empowering our champions and leveraging Revspire to uncover hidden stakeholders, we can move beyond the 78% statistic.

Stop getting stuck. Start multi-threading. [Link to Revspire Demo]

How Revspire Fits In

Everything discussed in this post is something Revspire was built to solve. See how Revspire helps revenue teams win more deals — all in one agentic revenue enablement platform designed for modern B2B teams.

Book a 20-minute Revspire demo and see it live.