BARRETT/FRACTIONALTesters, recommenders, buyers, and the person in the room who wants you to lose.
A deal in commit for end of month, an eval going well, and one question that ended it. "What happens if you don't choose a product by the end of this month?" "Nothing, really." Eight signals that a deal is going sideways, and how to tell a recoverable one from a dealbreaker.
In most enterprise evaluations there's a tester whose objections keep landing outside the scope everyone agreed to. Telling the difference between someone with a real concern and someone protecting their territory changes how you handle the room, and usually the concern turns out to be legitimate.