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Podcast: Sales Secrets
Episode: The Decision Maker Isnât Always Who You Think It Is | #1322
Description: 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.Youâll learn how to ask the right questions without sounding political, recognize âmeeting multiplierâ signals, and build internal alignment before deals slip into silent delay. If your opportunities keep stalling despite âgreat calls,â this episode will...