Complex selling is never just about “the buyer” and “the seller.”
We wish it were. It would make life much easier, and we could probably all spend less time in meetings pretending the spreadsheet is “basically under control.”
In this episode, we talk about stakeholder engagement — the people inside and outside the deal who can quietly make everything work… or loudly make everything fall apart.
That includes executives, delivery teams, partners, suppliers, finance, operations, customer service, and sometimes the person who appears halfway through the process with a very strong opinion and absolutely no context.
The big takeaway?
Stakeholder management does not have to be perfect. But it does have to exist.
Even a simple list of who is involved, what they care about, what they are worried about, and how they affect the outcome can prevent a lot of firefighting later.
And if you are always firefighting, well… we may have accidentally diagnosed the problem.
In this week’s episode, we get into:
- Why stakeholder management goes beyond executive selling
- How to uncover hidden risks before they become expensive surprises
- Why internal delivery teams need to be involved earlier
- How partners and suppliers shape the customer experience
- Why “known unknowns” are far better than “unknown unknowns”
Have a listen, especially if your complex sales process currently relies on optimism, crossed fingers, and a heroic amount of Slack messages.