The CHAMP Selling System (& the Book)

It’s been over a decade since I developed the CHAMP Selling System (part of which is the CH.A.M.P. qualification acronym that some organizations use today to qualify Leads and Opportunities).

I started working on it after selling at IBM and realizing that I was hoping for a different and more modernized approach that could make me more effective – btw, at IBM we used the “BANT” qualification that was part of the bigger consultative and solution selling approach on which we were trained within the IBM Software group and at the “Top Gun Sales Training”.  Then, since the early 2010’s I have been refining the CHAMP System every year as my goal was to share it with others based on unique learnings that I have absorbing and re-investing into the system.

I also recently started writing a book that I want to publish and sell on Amazon in the near future with an eye towards helping other CEOs, CROs and VP of Sales executives to succeed more effectively in building a predictable, repeatable and scalable revenue growth using this effective system.

One of the original posts I made in 2010 was on the “General Overview of the CHAMP Selling System” and later posted “3 Unique Differences of the CHAMP System” – these articles got some companies to note CHAMP and begin to use it.

I also brought CHAMP to InsightSquared and talked about it in this post back in the day – “Don’t BANT, Just CHAMP” which became somewhat popular since that time. And then we wrote more about it in “Why CHAMP is the New BANT” at InsightSquared.

Then, over the past many years I’ve seen and heard from companies who were talking about it and adopting it successfully which really meant a lot to know that this was a helpful system for many VPs of Sales and CEOs in SaaS (and, as it turns out, outside of the SaaS arena too).

Companies like Hubspot cover the CHAMP System. Various others have also mentioned the CHAMP Selling System including these among others:

a) Hubspot: The Ultimate Guide to Sales Qualification
b) Clearbit: Modern Guide to Lead Qualification
c) SalesHero: Breakdown of Sales Methodologies
d) Copper: What’s the CHAMP Framework?

I am excited that many companies and their sales executives have been finding this system helpful to them. I will share more of the CHAMP System on this blog and will post parts of the book that I have been writing on how to apply CHAMP effectively to grow revenue. I’d love feedback from readers and users and hope to make CHAMP successful at SaaS companies (and even non-tech companies) globally. Most importantly, remember that CHAMP is about making your Customers into Champions – that’s the main point of this selling system.


Here is the short Introduction to the CHAMP Selling System: