13+ Stakeholders, One Deal: How to Read the Room Before the Room Reads You
Most salespeople know how to sell to one person.
Keep watching
That was the free preview. Tell us who you are and the rest of this session opens straight away.
Most salespeople know how to sell to one person. Then the deal hits a buying committee and everything falls apart.
What we covered
Forrester's 2024 State of Business Buying report puts the average B2B purchase at 13 internal stakeholders. Gartner puts the typical buying group at 6 to 10, each bringing their own agenda and their own independent research. Every additional person cuts the probability of closing by roughly 10 percent. More people in the room does not mean more alignment. It means more personalities, more competing timelines and a much harder path to a single decision.
What you will walk away with
- How to identify every real decision-maker in a deal, not just the ones on the call
- How to read different personality types across the committee and adapt for each
- How to manage competing agendas and timelines without losing control of the deal
The full recordingWatch the whole session. Add your details and it opens straight away.
Who should watch
Enterprise AEs and sales leaders running deals where more than one person has to say yes.
About the guest
Mark Hunter, known worldwide as The Sales Hunter, has spent 25 years helping sales teams close complex deals. He has spoken in more than 30 countries, written 4 books including High-Profit Prospecting and A Mind for Sales, and been named a Global Top 30 Sales Guru 6 years running.
