Who is the person, behind the person?

In war rooms across the globe, sales teams are diligently working to navigate the intricacies of their pipelines, aiming to identify potential blockers and understand the dynamics behind closed and lost deals. In the often complex landscape of SaaS sales, it's not uncommon for a deal to unexpectedly fall through at the last stages, leaving everyone involved frustrated and disheartened. We have all been there! It's crucial, therefore, to peel back the layers and delve into who is the person behind the person, who wields the power to halt a deal's progress.

Indeed, not all top performers may pause to consider the potential blockers lurking within their pipelines. This is where regular war rooms prove invaluable. By scheduling these sessions, sales teams can collectively strategise and brainstorm ways to preemptively tackle potential obstacles. These gatherings serve as a forum for sharing insights, experiences, and best practices, ultimately empowering the team to overcome challenges and drive success.

As sales teams venture into closing larger deals with more significant organisations, the complexity of the sales process naturally amplifies. With a multitude of stakeholders involved, each with their own priorities, preferences, and influence, it becomes imperative to meticulously map out the decision-making landscape. By thoroughly understanding the motivations and perspectives of key stakeholders, sales teams can effectively navigate the intricate web of relationships, thus enhancing their ability to secure and close deals successfully.

In essence, while the journey to closing deals may be fraught with hurdles, it's essential to continually revisit the fundamentals and proactively identify potential blockers. Through collaboration, foresight, and a deep understanding of the stakeholders involved, sales teams can pave the way for smoother and more successful deal closures.

Check out the paragraph below to determin who may stop your next deal from closing!

Stakeholder Role/Responsibilities

Economic Buyer: Approves budget and resources for the purchase; has final authority over the deal

Sponsor: Champions the project internally and advocates for the solution

Technical Decision Maker: Evaluates technical aspects, including integration, security, and scalability

User or End-User Champion: Represents end-users, provides feedback on usability and functionality

Legal and Compliance Officer: Ensures compliance with legal and regulatory requirements

Financial Decision Maker: Analyzes ROI, TCO, negotiates pricing and payment terms

Procurement/Purchasing Manager: Manages procurement process, negotiates contracts, and vendor relationships

IT Security Officer: Assesses security measures, ensures protection of data

Executive Leadership Team: Provides support, may be involved in high-value deals

Written by me, polished with Ai.