Decision makers are the reason most six-figure deals quietly die. This episode breaks down how to map your buyer's decision makers before you ever get to proposal stage.
David and Regan unpack what actually happens when a deal has only one contact: it looks great right up until that person's priorities change, and then it just stops. No pushback, no rejection, just silence.
What you'll learn:
→ Why enterprise deals need at least 15 mapped decision makers, whether you meet them all or not
→ The real difference between a champion (who drives things internally) and a coach (who just tells you what needs to happen)
→ How to bring in additional decision makers during discovery, not after you're already at proposal stage
→ The exact question to ask that surfaces more stakeholders without sounding like a buying question
→ What to do when your champion refuses to let anyone else into the deal
→ Why becoming someone's "anti-sponsor" is a real risk if you go around the wrong person
→ How to spot a one-contact deal in your own pipeline and fix it before it's too late
→ Why every new decision maker who enters a deal means the problem statement needs to be reassessed
If you've got a six-figure deal in your pipeline with only one name on it, this conversation is for you.
💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
New episodes every Thursday.
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