BlogBy Mark Richards
Champion attrition: the silent killer of enterprise deals
When your champion leaves, the deal often goes with them. What the data says about catching it early.
When your champion leaves, the deal often goes with them. What the data says about catching it early. Here's what that looks like in practice.
What the data shows
Champion attrition: the silent killer of enterprise deals — but the detail is where it gets useful. The teams that get this right treat it as a habit, not a one-off.
Patterns beat anecdotes. One loud deal story is noise; the aggregate is signal.
Leading indicators exist. The warning signs are usually already sitting in your CRM.
Act on the trend. The teams that win read the trend early and adjust.
The number that mattered was hiding in plain sight.
The takeaway is simple: small, consistent changes compound. Start with one of the points above this week.
