162 - Why do deals stall when I have a champion?

Ever had a deal that felt "done"… only for someone to appear out of nowhere and derail it?  In this episode, Richard and Ricky explore one of the most common — and costly — mistakes in complex sales: assuming one strong champion is enough. Having a supporter doesn't mean you've sold the deal. It often means you've only sold part of the story.  We break down the four buyer types in complex sales and explain:  Why deals stall even when you have internal advocacy  How unseen stakeholders quietly influence outcomes  What happens when you don't know who really has a say  How this applies not just externally, but internally too        You'll also hear a familiar scenario — the moment the atmosphere changes, the objections shift, and you realise the decision is no longer in your control.  This episode will help you:  Identify who truly needs to be involved Understand what matters to different buyer types  Tailor your message so it lands with everyone, not just your champion