EP. 240 Truth #3 You are the Best Person to Sell Your Solution

Episode notes

In complex B2B sales, deals rarely fall apart because the solution is weak. More often, they stall because sellers are working through the wrong people. In out latest episode of Sales with ASLAN , Tom Stanfill and Tab Norris unpack a critical truth from our 30 truths for 30 years series: rank does not equal influence. The highest title in the room is not always the person driving the decision, and trusting someone else to sell your solution internally is a risky strategy. Tom and Tab explore: • Why deals stall when sellers rely on evaluators instead of true decision makers • How to identify real influence inside an organization • What to watch for in language and meeting dynamics • The role of a coach in navigating political structures • Why sellers must take responsibility for engaging decision makers directly If you want to protect your solution, avoid stalled deals, and help customers make informed decisions, this conversation will reshape how you approach influence in complex sales.