By contrast, losing deals often struggle to get more than one point of contact to attend their meetings.

The first person they connect with is often the only person they ever speak with. It’s like a kiss of death for deals.

You can see that most deals start the same way, with one point of contact.

But the number of buyer-side participants in the second meeting almost triples in winning deals.

What makes that happen?

Two factors:

1. The prospect thinks your offer is interesting enough to socialize internally.
2. You’ve navigated the organization and brought additional stakeholders into subsequent meetings.

Make sure both of those factors are at play when you move from your first to your second (or third) meeting.

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