The decision-making process is the base for the success of any business. It has got its influence in almost every corporate department. Without reaching decision-makers, Business can't increase their sales. Finding decision-makers and maintaining good business relationships would help your business to increase sales.
Working as a B2B sales rep is a critical challenge to finding out who makes decisions about what to buy, when, and from whom. It does not matter if you like the idea of identifying the b2b decision-makers or not. You need to identify them because it an essential part of any consultative selling strategy. So, start collecting information from people and use well-placed questions to help you find the answers you need.
Who is a Decision Maker?
The corporate world requires complex decisions all the time. The people in the company making decisions before they find a solution to a problem is business decision-makers. The companies have got decision-makers for every department.
In simple, a decision-maker can be defined as a person who decides things at a high level in an organization. They are responsible for making strategic decisions like business expansion, capital investment, or acquisitions. With a good decision-maker in business, it can succeed in the long run and boost its profit.
How to identify key Decision Makers in a Company
The biggest obstacle that a sales rep face is making sure they are talking to the right person, especially while targeting account-based selling. Even if you are delivering a perfect pitch to your ideal company, but are talking to someone who has no power in buying, all your efforts and time are wasted. This is why it is essential to do some additional research and spend time finding the right B2b decision-makers.
You might have questions on how to identify key decision-makers in a company? Here are some ways that would help you identify key decision-makers in business.
- Know the value of your offering
You must know and be aware of the value of your offering. This would ensure you have a meaningful conversation with the business decision-makers. Once you begin the process of identifying the key decision-maker in business, you need to list the benefits of your products to describe how your product can be of value to the prospect’s business.
- Formulate your b2b decision-maker persona
As a sales rep, you must be aware of the nature of the buyer persona and must have your prepared list of target prospects. While finding the key business decision-maker, you should opt for the same process. Before you reach out to a company for the right decision-maker, you must understand what qualities the b2b decision-maker should have. This would help you narrow down your search for key decision-makers in business.
a. Job title- A company usually has five types of key decision-makers who will often be directors, executives, managers, or vice presidents.
b. Budget- The person you are looking for would have the authority to make the purchasing decisions on behalf of the company.
c. Oversees strategy- Look for people who implement the company's strategy. Also, always be on the lookout for solutions that would help the company overcome its problems.
d.Tenure- It is not still necessary that the amount of time one spends at a company is related to the designation of the decision -making authority. The one with shorter tenure may have more institution knowledge. Also, he might be the one responsible for making decisions at the firm.
It is essential that you gain as much information as you can about the company. Understanding organizational structure helps to know about the business. In short, you need to understand what is happening in the company as a whole. This will provide you with the necessary information required to deliver a strong pitch to the business decision-maker.
Most of the companies keep up their profiles on LinkedIn up-to-date with their data and title about the statement of work. With the advanced filters of LinkedIn, you can search for a decision-maker of the prospect’s company. This would help you precisely pinpoint whom you are looking for.
Once you are done with the identification of your contacts, check if you have found any standard links. They will help you make reference and verify the key decision-maker in business.
Gatekeepers would be of great help to you as they are an executive assistant or directly associated with the business decision-maker. It would be difficult for you to build confidence with the b2b decision-makers without cultivating a relationship with the gatekeeper first. By building trust with the gatekeeper, you will have an excellent and trusted ally for yourself, who would help you identify the right business decision-maker and vouch for you when it comes to closing the sale.
Get Help From Database Service:-
Customers' databases are the most important in b2b businesses to reach and build a business relationship. Today most of the businesses are dependent on database providers to save their valuable time and to reach their target customers effectively. To reach key decision-makers, purchasing decision makers email lists and targeting them by understanding there needs will help your business to boost sales.
How to Sell Services to Decision Makers in a Company?
The nature of the offerings has made B2B sales a long marketing process. To shorten this up, you must prepare for the first meeting before you meet the key business decision-maker.
You might have the question of how to sell to a decision-maker? Here are some strategies that would help you with the process.
You must know what your prospect business or there buying process, levels of authority, things they consider to make buy or no-buy decision, and others. You must be well prepared before you reach out to a company for selling your services.
- Have a goal
It does not matter if it's your first meeting or your final proposal presentation. It would help if you had the desired goal for each session and every stage of the sale cycle with the b2b decision-makers and other key staff of your targeted business.
You need to reverse the roles and think like the b2b decision-makers. Collect information about what the company is concerned about or what issues they are facing. Now formulate a strategy and see how you can help them overcome these problems.
when you meet the business decision-maker, you need to have a plan, cover all the points of a proposal briefly, and, most importantly, stay on the topic. If any information would be required, they will ask you. Never take more than the allotted meeting time unless the b2b decision-makers want you to do so.
Building confidence and cultivating a relationship with the business decision-maker requires staying in the course even if they are not ready to buy. This is because, as per the stats, about 80% of the sales are made on the 5-12th contact with the b2b decision-makers.
To find the right B2b decision-makers, you need more than comprehensive knowledge about your targeted prospect for selling to them. It would be best if you had a clear understanding of the working and the operations of the prospect's business.
If the business decision-makers see that you understand their business and trust you with the right solution, you have made the sales.