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The One Question That Reveals the Real Decision-Maker
In this episode, Lucas and Luna explore a specific technique for identifying the true decision-maker in a B2B sales process. Lucas shares a case from a cybersecurity software deal where the rep asked a single question — 'Who else needs to sign off on this?' — and discovered the real economic buyer was three layers above the contact they'd been pitching. They discuss why direct questions about authority often fail, how to reframe the question as a logistics check, and why the answer can save months of wasted pipeline. Luna pushes back on whether this works in enterprise sales…
The skinny
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