The Stakeholder Mistake That Kills Six-Figure Deals | EP 347

Decision makers are the reason most six-figure deals quietly die. This episode breaks down how to map your buyer's decision makers before you ever get to proposal stage. David and Regan unpack what actually happens when a deal has only one contact: it looks great right up until that person's priorities change, and then it just stops. No pushback, no rejection, just silence. What you'll learn: → Why enterprise deals need at least 15 mapped decision makers, whether you meet them all or not → The real difference between a champion (who drives things internally) and a coach (who just tells you what needs to happen) → How to bring in additional decision makers during discovery, not after you're already at proposal stage → The exact question to ask that surfaces more stakeholders without sounding like a buying question → What to do when your champion refuses to let anyone else into the deal → Why becoming someone's "anti-sponsor" is a real risk if you go around the wrong person → How to spot a one-contact deal in your own pipeline and fix it before it's too late → Why every new decision maker who enters a deal means the problem statement needs to be reassessed If you've got a six-figure deal in your pipeline with only one name on it, this conversation is for you. ⭐ Unlock free resources (templates, frameworks & prompts): ricavi.ai/vault 🎧 Listen on Spotify: https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. New episodes every Thursday.