#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
Update: 2025-11-13
Description
Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room.
🎙️ ACTIONABLE TAKEAWAYS:
Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions.
Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive.
Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together.
One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue.
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