In this episode of Decoding Sales, we're going to talk about navigating stakeholders, the people who matter in a deal, and particularly how to find a sponsor the person who has the juice to make things happen This can be really tough when you're working with another organization. You don't have their org chart. So how do you do it? We're going to talk about how do you find the sponsor? How do you

make sure you're really talking to the right person and the right group of people and what to do if you think you might not be?

My name is Alex Lane and I'm the engineer. And I'm Peter on.

I am the salesperson.

So you know, Peter, maybe to kick things off,

frame us up a little bit.

Like one of the things that I'm used to as an engineer

is I can look at an org chart and figure out, oh yeah, I need to work with this team.

This is their manager.

I can probably find the PM and now I'm kind of like, cool, these are the people I should

go to talk to.

I know it's not quite that simple, but that's kind of what it's like.

And so I think engineers, almost everyone gets this concept that you need to find the right person to talk to.

But what's really magical about talking to you about the sales process like how do you do that

when you when the whole thing is just a black box you got this other person on the

end of the line. Yeah I think there's so many ways to do it and the fact that you

already know that you need to mentally at least map out an org chart is getting us halfway there but

oftentimes you don't get that and oftentimes org charts are nuanced

stakeholders and champions in a deal

end up potentially not being what the org chart

ends up conveying.

So I always like to start in a conversation,

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