Episode
Missed Quota Series: You Won Your Champion and Still Lost the Deal Here's Why | Donald C. Kelly - 1994
- Podcast
- The Sales Evangelist
- Published
- Apr 17, 2026
- Duration seconds
- 976
- Processing state
not_requested- Canonical source
- https://thesalesevangelist.com
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Summary
Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode. Why Deals Stall Even When You Do Everything Right You’ve done your research. You ran a solid discovery. The demo went well. And then the deal just sits there. A lot of times, it’s because you didn’t know who was really involved in the decision. On top of that, buyers are spending less time talking to sellers. They’re doing their own research and only bringing you in for a small part of the process. That means if you’re not connected to the right people, you can lose the deal without even realizing it. Build a Champion Toolkit If you have a champion inside the company, you need to set them up to win when you’re not in the room. That means giving them the right information to speak to different stakeholders. Think about what the CFO cares about. Think about legal, procurement, and leadership. Give your champion the tools to answer those questions so they can confidently represent your solution. Map Out the Buying Committee Early Don’t wait until the deal slows down to figure out who’s involved. Work with your champion early to identify everyone who has a say in the decision. Then figure out what matters to each person. When you understand their priorities, you can tailor your approach instead of guessing. Multi-thread Your Way Into the Deal Your champion can’t carry the entire deal on their own. Ask for introductions to other stakeholders. Get in front of people like the CFO or anyone else influencing the decision. Speaking directly to their concerns, makes it easier for the d…