How a Sales Rep Won a Deal by Mapping the Buying Committee

In Episode 52 of Closing the Deal with Fexingo, Lucas and Luna explore the specific strategy of mapping the buying committee to win complex enterprise deals. Lucas shares a detailed case study of a cybersecurity startup selling to a regional bank, where the rep identified seven distinct stakeholders, each with unique priorities. The discussion covers how to identify hidden influencers, tailor value propositions to different roles, and avoid the common mistake of only engaging the economic buyer. Luna brings data from a Gartner study showing that deals involving 5-7 stakeholders are 2.3 times more likely to stall, but proper mapping cuts that risk. The episode provides a concrete framework for listeners to apply immediately, including a simple spreadsheet method for tracking interests and objections per stakeholder. #Sales #Negotiation #BuyingCommittee #EnterpriseSales #SalesStrategy #Business #FexingoBusiness #BusinessPodcast #ClosingDeals #SalesTips #StakeholderMapping #Cybersecurity #RegionalBank #Gartner #SalesFramework #RevenueGrowth #SalesTechnique #DealStrategy Keep every episode free: buymeacoffee.com/fexingo