Fast Friday Win #27 – The Decision-Maker Map: Stop Selling to the Wrong Person

If your deal keeps “progressing” but never closes, there’s a good chance you’re selling to the wrong person.

Not the wrong company.
Not the wrong product.
The wrong person.

In B2B sales, most decisions are made by a small group. Your job is to map that group early, so you stop chasing and start leading.

Here’s the quick win: build a Decision-Maker Map in five minutes.

🗺️ The Decision-Maker Map

For every live opportunity, list these four roles:

1. The Economic Buyer
Who signs it off? Who owns the budget?

2. The Day-to-Day Owner
Who feels the pain daily and will push this internally?

3. The Technical Gatekeeper
Who checks compliance, IT, security, operations, or feasibility?

4. The Skeptic
Who will resist change, question value, or slow things down?

Once you have the four roles, ask yourself one honest question:
“Which of these have I actually spoken to?”

If the answer is “only one”, you have a risk. Not a deal.

⚡ Fast Win

On your next call, use this line:

“Just so I don’t waste your time, who else needs to be involved to make a decision on this?”

Say it warmly, say it early, and watch your deals speed up.

✋ Call to Action

If you want to improve deal control, shorten sales cycles, and build a stronger pipeline, let’s talk.
💬 Book your free 20-minute strategy session at https://calendar.app.google/ZV1XecQwxq72JojA9