Every salesperson has been there: a deal is progressing smoothly and seems like a sure thing. Then it suddenly grinds to a halt for unknown reasons. The issue? You weren't selling to the whole buying group.

Behind the scenes, decision-makers you've never met, namely finance, IT, legal, and procurement, are expressing concerns. If you don't engage them early, they can stall your deal.

Here's how to find and win over these hidden stakeholders before they derail your sale.