Mapping the Buying Committee

Segments

• 00:00 — Single-threaded deals die when one person changes jobs.
• 13:10 — Inferring the real org chart: titles lie, behavior does not.
• 27:30 — The four roles that matter: decider, blocker, sponsor, signer.
• 39:00 — Coverage as a deal metric: threading is measurable, not anecdotal.

Key takeaways

• The org chart on LinkedIn is the org chart they want you to see.
• Map the deal by influence, not by hierarchy.
• A blocker identified early is an objection; identified late, a lost quarter.