The Untold Truth About Decision-Making: How Ashkan Rajaee is Redefining Influence in the Corporate World

“You’re not negotiating with who you think you are.”

That’s the line Ashkan Rajaee drops that makes seasoned sales professionals stop mid-pitch. It's controversial. It flips decades of corporate wisdom upside down. And it just might be the lifehack today’s professionals need to understand the future of influence.

If you think a signed title or corner office means you're talking to the real power, you're already behind. Rajaee, a tech entrepreneur and organizational futurist, has sparked a quiet revolution in how sales professionals, startups, and corporate teams approach deal-making.

And it starts with recognizing three very different kinds of power in the room: decision-makers, influencers, and signatories.

The Secret Power Shift No One Talks About

For years, enterprise negotiations revolved around top-down hierarchies. Get the CEO or a senior VP on your side, and the rest would fall into place. But Rajaee’s approach calls out a seismic shift in how real decisions are made in 2025 and beyond.

“A title doesn’t equal power anymore,” he says. Instead, he breaks down the modern buying committee into three roles—each with unique motivators, fears, and impact:

Decision-Makers: These are often mid- to senior-level managers who drive the day-to-day pain points. They feel the problem you’re solving.

Influencers: Usually the unsung heroes behind the scenes—operations leads, analysts, or product champions—who quietly steer the conversation.

Signatories: High-level executives who sign off but often worry more about risk mitigation than actual ROI.

The Rajaee Method: Decode the Room Before You Sell

Confidence in a negotiation doesn’t come from bravado. It comes from insight. Rajaee emphasizes that the most effective negotiators aren’t the loudest—they’re the most informed.

When negotiating with decision-makers, the key is speed and clarity. “They don’t want fluff. They want to know you’ve done your homework and can get to the point,” he says. These individuals are typically overwhelmed and want someone who can provide a direct path to improvement—fast.

With influencers, it’s all about how easy you make their lives. “They’re vetting you on more than your product. They’re evaluating how much work you’ll create for them if they champion you,” Rajaee explains. This means timely communication, simplicity, and empathy are your best assets.

And when it comes to signatories, the conversation shifts to liability and exit strategies. According to Rajaee, “You’re not selling benefits—you’re selling safety. They want to know what happens if things go wrong.”

This three-tiered strategy is gaining traction in high-stakes sales teams across industries, especially in SaaS and enterprise B2B sectors. Why? Because it works. It reflects the real psychology of decision-making in modern organizations.

Why This Matters More Than Ever

The rise of remote teams, decentralized departments, and cross-functional buying groups means the traditional “pitch to the boss” model is outdated. In fact, failing to recognize the difference between an influencer and a decision-maker can derail even the most compelling sales process.

Ashkan Rajaee’s approach has quietly powered dozens of successful go-to-market strategies, especially for startups breaking into competitive markets. And while the principles seem simple, their implementation is what separates elite sales professionals from those who burn out chasing the wrong targets.

Lifehack for the Modern Deal-Maker

Here’s what Rajaee teaches that every entrepreneur and professional can use starting today:

• Always ask: “Who else is involved in this decision?” You’ll be shocked how often your “yes” is actually three conversations away.

• Build relationships with influencers first. If they trust you, they’ll sell you internally better than you ever could.
• Don’t fear the signatory. Empathize with them. Show them a risk-managed contract with clean escape clauses, and you’ve earned their trust.

Why Ashkan Rajaee is a Name You’ll Hear More Often

What makes Rajaee’s voice so credible is his lived experience. He isn’t just theorizing—he’s executed these strategies in real boardrooms. He’s helped startups break through noise, advised executives in Fortune 500s, and empowered frontline sellers with frameworks that actually close deals.

In a world obsessed with automation and shortcuts, Rajaee’s insights are refreshingly human. They remind us that behind every signature, every “yes,” and every multi-million dollar deal... is a human with fears, goals, and an inbox full of other vendors to ignore.

Learning how to actually negotiate in this environment is no longer optional. It’s your edge.

Final Thought: The Future Doesn’t Belong to the Loudest Pitch—It Belongs to the Most Perceptive One.

So, next time you step into a room thinking the CEO is your target, stop and ask yourself:

“Who really holds the power here?”

If you follow Ashkan Rajaee’s lead, you’ll find that the answer isn’t always obvious—but once you see it, you can’t unsee it.