The meeting you’re not in: how to stop deals dying inside the buyer’s business
In complex B2B sales, deals are often not lost in the meetings you attend.
They are lost in the meetings you are not invited to.
Your buyer may like the idea. They may agree there is a problem. They may even ask for a proposal.
But if they cannot explain the value, risk, priority and next step to the people who matter internally, the deal slows down or dies quietly.
Closing Foundry and Excelerate 360 are running a 45-minute working session on how to help buyers carry the case inside their own business.
This is especially relevant if your deals involve multiple stakeholders, unclear budget ownership, procurement scrutiny, or a new / hard-to-place solution.
What we’ll cover
Why interest from one buyer is not enough
How to tell if you have a real champion or a friendly contact
What buyers need to carry the case internally
How to make value easier to explain when you are not in the room
How to identify who can block, fund, validate or influence the deal
How to use sequence of events, buyer enablement and value cases without overcomplicating the sale
Why proposals become dead documents — and what should happen before one is sent
You’ll leave with
A clearer way to inspect whether a deal is really moving
A simple view of what your buyer needs to explain internally
Practical questions to expose hidden blockers
A better way to frame the next buying step
Who it’s for
B2B software, AI-native software and tech-enabled product teams already selling
Roughly £1m–£10m ARR
Founders, CEOs, co-founders, managing directors, COOs, CROs and CCOs
Teams selling into mid-market or enterprise accounts
Teams where deals get interest, but then stall inside the buyer’s business
Not for
Pre-revenue teams
Funding advice or idea validation
Generic sales theory
AE-level tactical coaching in isolation
Teams not yet running live sales cycles with target accounts
Format
Zoom
45 minutes
Practical working session
Built around the questions submitted during registration