Most reps build the deal around the people they can see. The champion, the user, the manager who sits in on the calls. The stakeholders who actually decide whether you close, the CFO, the controller, the procurement lead, often sit in the background where you never reach them. Meredith Chandler breaks down how to pull those hidden stakeholders to the forefront before they can kibosh the deal at the final step.
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She covers why running the deal entirely through your champion is a mistake, what happens to your proposal after you send it, and how a shared deal workspace in Aligned shows you everyone who so much as looks at it. If your deals keep stalling late, this one is about seeing the people who were quietly influencing the outcome the whole time.
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📌 What We Cover
Why running the deal entirely through your champion is risky, and how a single no up the chain can stall everything at signature
How a champion can mistake one negotiable term for an absolute deal breaker when you actually had room to negotiate
The two distinct groups of stakeholders in every deal: the ones you see and the ones you don't
Why it's best practice to get your own access to all of those stakeholders, not just your champion
What actually happens to your proposal after you send it over email, and why you normally have no idea
How a shared workspace draws hidden stakeholders, like a forwarding CFO or a budget-checking controller, out of the shadows and into view
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🔗 Resources Mentioned
Aligned, the AI deal workspace for multi-stakeholder deals
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