ABOUT THIS EPISODE
Serious sellers: if deals are stalling, it might not be your pitch. It might be that you don't actually know who you're selling to.
In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down RACI, a practical framework for mapping the decision-making structure inside any organization you're selling to. Using real listener poll data as a jumping-off point, Josh and Dave connect the dots between the most common reasons deals stall and the clarity that RACI brings to complex, multi-stakeholder sales.
Whether you're navigating enterprise accounts or trying to get to the right person faster, this episode gives you a framework for understanding who's Responsible, Accountable, Consulted, and Informed, on both sides of the deal.
In this episode, we cover:
- Why 40% of deals stall because sellers never reach the real decision maker
- How the RACI model maps the people, priorities, and politics inside a buyer's organization
- The difference between who owns the problem and who owns the outcome
- How to identify consulted stakeholders who carry hidden influence over decisions
- How to apply RACI to your own selling team for complex, multi-resource deals
- Why vague timelines and shallow discovery are symptoms of the same root problem
This episode is for sales leaders, account executives, business development professionals, and anyone selling into complex organizations who want to qualify more effectively, access the right stakeholders, and stop losing deals they should be winning.
Because in professional selling, knowing who you're talking to is just as important as knowing what to say.
