Episode Details

Committee deals create complexity that most reps aren’t trained to handle. 

In this episode, Brandon explains why ownership gets diluted, why urgency slows down in groups, and how power and influence operate differently inside buying teams. He breaks down the difference between a champion and a messenger, and how to multi-thread in a way that feels structured, not desperate.

You’ll learn how to map decision paths, surface unspoken risks, and prevent silence from killing momentum. 

If you’ve ever lost a deal that “should have closed,” this episode explains why, and what to do next time.