What it does
Analyzes email engagement patterns in Salesforce to automatically identify and tag internal champions – contacts who consistently open emails, attend meetings, and forward content internally – enabling focused sales efforts on the right people.
Why I recommend it
Selling to the wrong contact wastes time. Champions drive deals forward while gatekeepers slow them down. Automated identification surfaces who’s actually engaged so reps focus energy where it matters.
Expected benefits
- Higher win rates by engaging champions
- Faster deal cycles through right contacts
- Data-driven vs gut-feel champion selection
- Better account mapping and strategy
How it works
Weekly analysis of Salesforce contact activity -> score each contact based on email opens, clicks, meeting attendance, content forwards -> identify top scorers per account -> auto-tag as “Champion” -> alert sales rep with engagement summary.
Quick start
Manually review won deals and identify which contacts were most engaged. Look for patterns (high email engagement, multiple meetings, forwarded content). Build simple scoring model, then automate the analysis weekly.
Level-up version
Track champion turnover (champions who stop engaging). Identify multiple champions per account for redundancy. Predict champion likelihood for new contacts. Include LinkedIn activity and company role in scoring. Map reporting structure to find economic buyers.
Tools you can use
CRM: Salesforce, HubSpot, Pipedrive
Analytics: Salesforce reporting, custom dashboards
Automation: Zapier, Make, Salesforce workflows
Enrichment: LinkedIn Sales Navigator for org charts
Also works with
CRMs: GoHighLevel, Zoho, Close
Sales intelligence: Outreach, SalesLoft for engagement data
Account mapping: Lucidchart, Miro for visualization
Technical implementation solution
- No-code: Salesforce report of contact activities -> export weekly to Google Sheets -> calculate engagement scores -> Zapier updates champion tag in Salesforce for top scorers.
- API-based: Weekly scheduled job -> Salesforce API fetch contact activities (emails, meetings, opportunities) -> score based on weighted factors -> update contact tags via API -> Slack notification to account owner with champion insights.
Where it gets tricky
Distinguishing engaged gatekeepers from true champions with decision power, handling accounts with complex buying committees, ensuring scoring reflects influence not just engagement, and keeping champion tags current as people change roles.
