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how to map the buying committee on a real deal
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Skeptic. Asks the hard questions. Worth naming separately because a Skeptic is not an opponent. Their scrutiny is what makes the decision stick once it is made, and reps write them off far too early. “Blocker. Resists the change or backs the incumbent. Often it is not personal. They implemented the current system, or they carry the risk if the migration goes badly, or they simply have four other projects. Blockers rarely announce themselves. They surface as unexplained delays.” The positions