When You’re Not Talking To the Decision Maker

2025-03-27

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Many times your first sales meeting is NOT with the decision maker or CEO at a company. That means your sales strategy needs to be different in that initial meeting in order to get the final meeting with the REAL decision maker. In this solo episode of Sales is NOT a Dirty Word, I reveal why winning over internal stakeholders - like a CMO, Ops Lead, or HR Director - is the key to closing the deal. If you want a powerful internal champion that makes the CEO say yes, you’ve got to address the unique pressures and metrics of the person rig...

Many times your first sales meeting is NOT with the decision maker or CEO at a company.

That means your sales strategy needs to be different in that initial meeting in order to get the final meeting with the REAL decision maker.

In this solo episode of Sales is NOT a Dirty Word, I reveal why winning over internal stakeholders - like a CMO, Ops Lead, or HR Director - is the key to closing the deal.

If you want a powerful internal champion that makes the CEO say yes, you’ve got to address the unique pressures and metrics of the person right in front of you.

You must uncover each stakeholder’s biggest pain points, demonstrate genuine empathy for their day-to-day challenges, and empower them with everything they need to pitch your solution up the chain.

Once you become a TEAM with your internal advocate, they will fight to internally sell you over any other solution or competitor.

Listen in to Discover:

✔️ Why simply focusing on overall company revenue won’t help you: A CMO’s or Ops Director’s success is measured differently and you must find out what that i!
✔️ How to turn an internal stakeholder into your champion: Show them you’ll make their work easier and their results stronger.
✔️ Key discovery questions that reveal specific challenges an internal team faces - so you can tailor your pitch to their daily reality.
✔️ The right way to bridge the gap to the CEO: Collaborate with your internal ally to secure buy-in from the top.
✔️ Practical tips for dealing with departmental turf wars, budgeting concerns, and multi-layered decision-making processes.

👉 Ready to create loyal internal advocates who sell your services for you? Subscribe to Sales Is Not a Dirty Word and visit aleashabahr.com to discover the best ways to customize your sales approach for every stakeholder you meet.

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