Your main contact in B2B sales is usually just one vote out of ten to twenty people. A Gartner survey found enterprise buying teams involve over ten individuals, scaling to around twenty for larger deals. Sellers need to map and engage the whole group, not just the enthusiastic manager.
Your main point of contact is almost never the only one who's involved in the buying decisions. Gartner ran a survey on B2B enterprise buying teams, and the average number of people involved in a B2B buying decision is sitting north of 10 people. And on bigger deals, it is stretching closer to 20. Now, if you're selling to small and medium-sized businesses, the number will be smaller, but the same principle applies here. When one excited manager tells you yes, That's literally somewhere between 1 in 10 or 1 in 20 votes.
