Seriously Don’t Do That™
Seriously Don’t Do That™ is a weekly show for founders making high-stakes growth decisions and trying not to learn the hard way.
Each episode focuses on one specific mistake founders make under pressure: U.S. market entry assumptions, emotional beachhead choices, premature sales hires, ICP chaos, compliance blind spots, broken pipelines, and board-level credibility gaps.
Hosted by Dan Griffith, the show brings pattern recognition from real founder situations across healthcare, fintech, insurance, and other regulated or institutionally complex markets. Guest episodes validate the reality. Dan explains what actually went wrong and what to do instead.
This isn’t hustle content. It’s not tactics without context. And it’s not agency advice.If growth feels harder than it should… you’re probably right.
Seriously, Don’t Do That!
Seriously Don’t Do That™
Don't Map Just the Champion | Map the Whole Buying Committee
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In this tactical episode of Seriously Don't Do That™ — Week 3 of the 12-week SDDT program and Episode 3 of the ICP Sprint month — Dan Griffith breaks down the single most common (and most expensive) mistake founders make in regulated B2B sales: single-threading a deal through one champion when 22 people decide.
Using research from Forrester, Gartner, HBR, HIMSS, 6sense, and Prospeo, Dan reframes the ICP itself: it's not a persona, it's a committee blueprint.
Then he walks the full 8–10 seat regulated buying committee — champion, economic buyer, IT/security, compliance, legal, procurement, finance, executive sponsor, and adjacent influencers — giving the objection pattern and the role-specific message each seat needs.
You'll leave able to re-map your next three open deals this afternoon.
What you'll get from this episode:
✅ Why "they loved us" deals stall in 40–60% of B2B sales conversations
✅ The 22-person stat that should change how you build every deal strategy
✅ The 8–10 seat regulated buying committee, role-by-role
✅ The objection pattern and message each seat needs
✅ The 2–3x close-rate lift multi-threaded deals deliver vs. single-threaded
✅ Your assignment: re-map your next 3 open deals (20 minutes per deal)
⏱️ Chapters:
00:00 — Cold open: Greenville, Samson, and why "everybody's best friend" kills deals
01:15 — The Don't: single-threading your champion
03:45 — Why "no decision" is now the default — Forrester, Gartner, HBR, HIMSS data
07:15 — The reframe: your ICP is a committee blueprint, not a person
08:45 — The 8–10 seat committee walkthrough — objection + message + proof for each
17:45 — The multi-threading payoff: 2–3x close rate (Prospeo)
19:15 — Your assignment: re-map your next 3 open deals
20:45 — Week 4 tease: the hidden influencers most ICPs miss
🤝 Want help building your real, evidenced ICP — the full committee blueprint — for your market?
That's exactly what the ICP Sprint does inside our Revenue Growth Program — a 2–3 week, fixed-fee engagement where we build your prioritized segments, buyer intelligence, buying triggers, and your full buying-committee map. The whole room, not just the champion.
Capital-efficient. Practical. You walk away owning it.
Work with Greater Gain Group → https://calendly.com/greatergaingroup/q1-revenue-pressure-test
