In competitive sales opportunities and large account selling, success often hinges on more than just connecting with a visible champion. Too many opportunities stall—or disappear—because salespeople make critical assumptions about who truly drives decisions.
In this fast-paced, interactive webinar, Steve Gielda of Ignite Selling and a panel of senior sales leaders explore how to uncover and manage the hidden influencers in the buying process who make or break deals. We’ll discuss common traps salespeople fall into, strategies to reveal unseen players, and practical ways to ensure you’re investing time with the right stakeholders.
In this webinar, in partnership with Selling Power, we address how to:
- Break the Assumption: Learn how to challenge assumptions about who is really involved in your customer’s buying decision.
- Avoid the Wrong Investment: Recognize the trap of spending too much time with the wrong stakeholder while missing those who hold real influence.
- Validate Your Champion: Test whether your “champion” is truly advocating for you—or unknowingly blocking your progress.
Co-Presented by:
Gerhard Gschwandtner, Founder and CEO, Selling Power
Steve Gielda, President and Co-Founder, Ignite Selling
Heather Fraser, Executive Director, JPMorgan Chase & Co.
Jeff Harris, Director of Sales, Flosonics Medical
Access the full webinar recording here. You can also download the Executive Summary here.