Identifying and Managing Hidden Influencers in the Buying Process

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, 45-minute webinar, Steve Gielda of Ignite Selling and a panel of senior sales leaders will explore how to uncover and manage the hidden influencers 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.

Attend this webinar, in partnership with Selling Power, to learn 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.

Attendees will receive a related sales leaders' toolkit along with a chance to win a free copy of Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline.

Presenters