Framework Friday: Climbing the Buying Committee Ladder

Data says that the average B2B deal has 6.3 stakeholders. Each one with their own motivations, biases, and frustration with vendor bloat. 

This week’s slide shows you what you’re up against.

The Stakeholder Ladder & How to Climb it

You might be in trouble if your last few check-ins ended with your prospect saying, “I’m checking with my team.”

Whether you're running bottom-up or top-down, the play’s the same:

• First foot on the Bottom: End users are your wedge. Win their workflow.
  

• Arm the Climber: Champions need assets to sell up the ladder for you.
  

• Preempt the Killshots: Security, Legal, Finance. Neutralize them early with thoughtful discovery.
  

• Land at the Top: If the exec doesn’t see strategic value, it dies in the redlines.
  

tl;dr

Forward this to the AE who keeps asking, “Why isn’t this deal moving?”

Bye for now,

FYI GTM