This episode explores the details of identifying and engaging with the real decision makers within organizations, crucial for successful sales strategies.
Watch as I share practical insights on navigating organizational hierarchies, research techniques, and the importance of understanding decision-making processes.
Chapters
00:00 – Intro: Reaching B2B & IT Decision-Makers
01:14 – The 3 Levels: Implementers, Influencers, & Decision-Makers
04:13 – Corporate Spend Thresholds & Budget Holders
06:18 – Researching Decision-Makers & Owners
09:20 – Asking How Past Purchasing Decisions Were Made
11:04 – “Sell to Those That Create Budgets, Not Have Budgets”
11:44 – Why Selling Too Low Leads to Getting Ghosted
14:28 – Assessing Contact Roles & Team Dynamics
17:09 – Asking About Decision-Makers Without Offending Contacts
20:16 – Personal Motivations & Internal Corporate Politics
22:46 – Handling Finance Directors & CFO Budget Roadblocks
25:10 – Partnering with Influencers to Present to Economic Buyers
27:50 – Aligning Sales Messaging to Different Persona Priorities
28:47 – Navigating Committee Decisions in Tenders
29:43 – Conclusion & Story of Peter Hammond’s Data Research
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