Podcast episode
How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
30 Minutes to President's Club13 Nov 202535 min
Description
Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive. Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together. One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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She'll get permission from that executive to get access to everyone on that exec's team. But then she will also schedule a meeting two or three weeks out with that executive to say, hey, I'm going to go talk to your team over the next couple of weeks. But you and I are going to meet again and I'm going to share what I learned. And that's how you inject real velocity into your deals. You're not going linear. “You're going multiple paths with multiple peoples all in parallel” with each other. Exactly, exactly. It's nothing like when you can get referred down or referred across from somebody in a position of power. The world's your oyster, right? Because now if I know Nick is the CEO and the CEO sees me on the email saying, hey, I spoke to Cam. Yeah, he's going to be reaching out to all you with time.
what are your thoughts about that? And I'll just leave it open. They may say, I didn't notice, or he's always like that or whatever, but I don't want to lay any landmines there outside of, I know that Nick isn't necessarily feeling me yet. Once I get some feedback, oh, he's just like that, or he's just worried about this or that, or he's worried about that. I'll ask, well, “typically when this happens and other decisions you all have made together, what's the best way” to get Nick to engage a bit more? Take some more information. This goes back to my being coachable around where we are on the deal, right? Once I get that feedback, I'm directly calling Nick. Hey, and I'm not going to say, Nick, you haven't said anything in nine meetings, so I'm calling you to figure out what's going on, right? I'm going to be like, hey, Nick,
What are your apprehensions? You might clam up a little bit, but if you're like, Hey, I'm curious, “like where are you today? What's making you feel like this? This might not be the right fit. I'm” curious about like some of the places you might have reservations. Is it a B or C is they are integrations? Is it where we're priced right now? Is it like you've worked with somebody else in the past and had a good experience? I haven't sold what you have. So I'm just coming up with stuff. They might bite on one and they might get on the integrations one. And that now gives you room to
So the final Q, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it's hurting them more than it helps? Probably the biggest one is asking the next question. And what I mean by that is to the example I gave earlier, you got a problem question, you got a how it's working for them current question, but you don't ask the question “of whether you've satisfied what they need.” People are so worried about not having the next answer. And most of the time, if you don't have the answer to the third or fourth question, people respect it. And then you can go back and say, I'm not really sure if I can do that, Nick, but I will come back to you by tomorrow or next week when we sit back down and tell you either that we can do it
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