Getting to the Decider: The Complete Access Strategy for Enterprise SaaS Sales

🏁 Introduction

If you’re not talking to the person who signs… you’re not in control of the deal.

The Getting to the Decider module gives SaaS reps a proven framework to identify, access, and maintain visibility with the people who actually make purchasing decisions.

You’ll learn how to apply a consistent, tactical approach—so you’re not stuck waiting on internal updates or hoping the Champion “takes it upstairs.”

This course helps you work through the Champion and align directly with the Decider—across all stages of the sales cycle.

👋 Part 1: Get in the Room

Spot early cues that your Champion isn’t the buyer—and learn how to confidently and collaboratively gain Decider access without political friction.

→ Includes role plays with manager mentions, gatekeeping Champions, and secondhand Decider claims.

🔄 Part 2: Maintain Executive Momentum

Getting access is just the beginning. Keep the Decider engaged mid-trial so they don’t drift, deprioritize the initiative, or disconnect from the outcome.

→ Includes role plays with quiet Deciders, slowing timelines, and executive disengagement creeping in after initial exposure.

🖋 Part 3: Seal the Deal with Decider Energy

Procurement isn’t where deals get approved—it’s where they get delayed. Learn how to keep the Decider actively driving the deal forward through procurement and final sign-off.

→ Includes role plays with legal stalls, scope rewrites, and final-signoff delays when the Decider disappears too soon.

🛠 What You’ll Learn:

• The Getting to the Decider Framework:🔹 Signal Recognition → 🔹 Decider Invitation → 🔹 Benefit Framing
• How to partner with Champions to secure Decider access
• How to re-engage Deciders mid-cycle and at close without sounding desperate
• How to keep executive buy-in alive—even when the deal hits Procurement

Whether you’re trying to get in the room or stay top-of-mind, this course will give you the structure and language to win with power—not just participation.

🎧 Bonus: Every section includes live podcast role plays to reinforce timing, tone, and delivery.

// Michael Feichtner