162 - Why do deals stall when I have a champion?

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162 - Why do deals stall when I have a champion?

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Ever had a deal that felt "done"… only for someone to appear out of nowhere and derail it? In this episode, Richard and Ricky explore one of the most common — and costly — mistakes in complex sales: assuming one strong champion is enough. Having a supporter doesn't mean you've sold the deal. It often means you've only sold part of the story. We break down the four buyer types in complex sales and explain: Why deals stall even when you have internal advocacy How unseen stakeholders quietly influence outcomes What happens when you don't know who really has a say How this applies not just externally, but internally too You'll also hear a familiar scenario — the moment the atmosphere changes, the objections shift, and you realise the decision is no longer in your control. This episode will help you: Identify who truly needs to be involvedUnderstand what matters to different buyer types Tailor your message so it lands with everyone, not just your champion

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