Great breakdown on shadow stakeholder dynamics! The bar story ilustrates something I noticed in my own work: the actual decision-maker often isn't the person talking the most. In enterprise sales, it's usually the person who stays quiet during meetings that ends up killing deals. Identificaton happens by watching who everyone else glances at before commiting.
Great breakdown on shadow stakeholder dynamics! The bar story ilustrates something I noticed in my own work: the actual decision-maker often isn't the person talking the most. In enterprise sales, it's usually the person who stays quiet during meetings that ends up killing deals. Identificaton happens by watching who everyone else glances at before commiting.
Yes, so true, and you definitely need to be aware of that subtle signalling during meetings!