Top 5 Reasons Deals Don’t Close #2: We’re Not Talking to All the Decision Makers

In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer!

How does this show up within our opportunities?

• Contact won’t introduce you to anyone higher
• Contact won’t work with you to sell internally

What can I do to prevent this from happening?

• You clearly understand the decision-making process and who is involved
• Gain access to true economic decision makers

Time Stamps:

* 1:04 - Why is this a Challenge?
* 3:03 - 3 Wide 3 Deep Decision landscape
* 10:00 Understanding the Decision Making Process & Earning the Right
* 17:30 - CIGAR Recap - Strip line + Intro Ask