Access Isn’t Authority: Finding the Real Decision-Maker
Episode 1 – Access Isn’t Authority: Finding the Real Decision-Maker
This episode opens a six-part series on negotiation management, focused on how decisions are actually made inside organizations — not how they appear on the surface.
In this first episode, we address one of the most common and costly mistakes in B2B sales: confusing access with authority.
You secured the meeting.
You are speaking with a senior stakeholder.
There is interest, even urgency.
But the person in the room is often not the one who controls the final decision.
In this episode, we break down:
Why visibility and…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.