.png?width=24&height=25&name=Network%201%20(1).png){kind=small}
Most teams sell to one person. Enterprise buying happens with five.
Most GTM leaders assume their strategy is being followed. Reps pitch. Decks are shared. CRM fields are updated. But by the time a deal stalls, or disappears, there’s often a sobering realization:
We were selling to one voice.
But the decision came from a room we never entered.
The Hidden Committee Behind Every Enterprise Deal
Enterprise selling isn’t linear. It’s political. While your rep is building trust with the product owner, four other voices - Legal, Finance, Security, and Procurement are forming quiet opinions. And if they’re not mapped, engaged, or influenced early, they often show up only to say no.
Research shows the average B2B deal involves 6–10 decision-makers, many of whom remain silent until late stage. That silence is costly.
-
The CFO who needs a second ROI proof point
-
The legal reviewer who adds two weeks to procurement
-
The security team that blacklists vendors after the first questionnaire
Reps don’t fail because they’re underperforming. They fail because the system they work in never showed them who else mattered.
What a Rep-Only Strategy Misses
Selling to the champion is the easy part. It’s the other four stakeholders that determine whether the deal closes or dies in committee.
Yet most teams still rely on pipeline reviews that track rep-entered activity, not buyer group behavior. CRM says the deal is in commit. But no one has heard from procurement. Or finance. Or the actual decision-maker.
Without real visibility into multi-threading or stakeholder influence, teams are guessing their way through enterprise sales.
And it’s showing up in the numbers:
📉 78% of reps missed quota last quarter
📉 50% of private, venture-backed SaaS companies missed Q1 targets
The issue isn’t just market headwinds. It’s structural blind spots.
Perform Agent: Sell Into the Room, Not Just the Relationship
Hive Perform’s Perform Agent helps sales teams move beyond single-threaded execution. Instead of reacting to blockers once they appear, reps are proactively guided through stakeholder engagement deal by deal.
-
Stakeholder Mapping: Based on buyer behavior and deal patterns, the system surfaces which functions are likely involved and who’s been silent.
-
Auto-Generated Briefs: Reps are equipped with fast, context-aware prep when Finance, Legal, or IT enters the conversation.
-
Influence Scoring: Not all contacts carry equal weight. Perform Agent helps reps focus on the people who actually move decisions.
The result? Reps don’t just build relationships. They build alignment.
Don’t Wait for the “Who’s This?” Moment
You don’t lose enterprise deals because of bad demos or weak messaging.
You lose them when a stakeholder you never prepared for asks, “Who are you again?”
By then, it’s too late to map power.
Too late to tailor your ROI story.
Too late to prove you’re not a risk.
Enterprise Execution Starts with Full Visibility
Winning the champion is necessary. But winning the room is what closes.
Hive Perform was built for that second half, where buyer silence becomes signal, where stakeholder dynamics are no longer hidden, and where reps stop guessing who matters.
Because if your sales strategy stops at the rep, don’t be surprised when the committee says no.
