The Decision Maker Isn’t Always Who You Think It Is | #1322

Reps assume senior titles equal decision authority, but real buying decisions are shaped by influence, risk, and ownership. 

In this episode, Brandon explains why deals stall when sellers chase hierarchy instead of commitment. He breaks down the three roles inside most deals (economic buyer, operator, and risk owner) and how to spot the true decision driver through behavior.

You’ll learn how to ask the right questions without sounding political, recognize “meeting multiplier” signals, and build internal alignment before deals slip into silent delay. 

If your opportunities keep stalling despite “great calls,” this episode will help you sell to the right person sooner.