You got off a great demo. Your champion loved it, replied fast, and you assumed there was strong internal alignment. Then two weeks go quiet, and the reply is "a few internal questions came up." You don't know what those questions are, who's asking them, or what your champion will say back. That's how stalled deals become dead deals. In this solo episode of Complex Sales: Decoded, Meredith Chandler breaks down how she trains the team at Aligned to help buyers close their own deals. The through-line: the deal lives in your buyer's activities, not yours, and your job is to equip your champion for the rooms you'll never sit in.
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📌 What We Cover
Why meetings held with your buyer are the wrong metric to track, and why the deal lives or dies in your buyer's activities.
The three-to-ten-hours rule: for every hour a buyer spends with you, they spend three to 10 hours internally without you, and you influence all of it through what you hand them before those meetings.
How to map the buyer's internal approval process instead of your own sales stages, and the exact question to ask your champion to start that map.
The test for whether your champion is real: "If I weren't able to join the next internal meeting, what would you say?"
The four assets that move deals when you're not in the room: the problem statement in the buyer's language, a stakeholder-specific FAQ, a one to one-and-a-half-page business case, and a mutual action plan.
Why the "you're probably thinking" section pre-surfaces objections in your champion's own language before a skeptic raises them.
Keeping the mutual in mutual action plan by building the timeline around the buyer's internal milestones, not your quarter-end quota.
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