The #1 blind spot in most B2B sales teams?
They don’t actually know how decisions are being made — or who’s making them.
Since 2020, buying committees have grown, timelines have stretched, and the old single-decision-maker model is all but dead. If your team isn’t adapting, you’re flying blind.
This guide gives you a framework to understand today’s decision dynamics — and start selling with precision.
✅ Why post-COVID sales is no longer about “getting to the decision-maker”
✅ How to uncover the hidden influencers behind stalled deals
✅ The secret power of internal post-mortems (and how to run them)
✅ What a Decision Discovery Map is — and how it can transform your pipeline
✅ Proven strategies to win over the entire buying group
