#59 - Stop Losing Deals When You're Not In The Room with Nate Nasralla
The Learning Culture Podcast
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How to Create Consensus in a Complex Deal
It depends on the context. If you're selling to SMB, let's say companies under 10 employees and you're talking with the CEO, they probably don't need to go around and go through this big consensus building process. Even though you may have sponsorship all the way at a high and an executive level, how work actually gets done rarely correlates to the org chart or the corporate hierarchy. Part of the idea of buyer enablement is designing the flow of communications around the entire buying committee, which can balloon.
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