There's nothing worse than asking for the business to be told 'I need to run this past X'; despite being assured your point of contact was the decision maker. This session looks at methods to subtly qualify your decision maker to either genuinely be the 'sole yes person' or an influencer amongst a wider group. If the latter, we demonstrate how we move the process forward and empowering your influencer to become a better cheer leader for your solution or business, categorising your points of contact to focus your approaches.