I bet you're just like me and have had at least one prospect tell you they're the decision-maker, and then later in the deal, that same person tells you that someone else decided not to proceed. 

Or simply that it turns out they weren't the decision-maker after all.
 
This is what happens when we go in too skinny on a deal when we go in with just one stakeholder.

Stakeholder management needs to happen in just about every deal we do - but the reality is it just doesn’t happen. 

 Usually, someone tells us they're in charge and we blindly believe them only to be left desperate as parts of our pipeline fade to zero once it comes time for a commitment.

So, how many stakeholders do we need? How do we make sure we have the right ones? 

And, that age-old question, if your prospect won’t give you access to others, what do you do?

Do you go over their heads expecting to lose their confidence OR do you ride it out knowing it'll probably go nowhere?

Rashid Kotwal is a prospecting & marketing coach and he joins the show to share some of his ideas about stakeholder management.

 
Rashid Kotwal
https://www.linkedin.com/in/rashidkotwal/

Rashid's website
https://revealedresources.com/

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

Resources and VIP Mailer
https://markmc.gumroad.com/

Sales Development As A Service
https://sales-dev.com/

Catch all versions of me here.

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