Selling is difficult, and we often find ourselves selling in complex environments. In the past, selling software was mainly an IT decision, but today many stakeholders are usually involved in the process. A decision by a committee has become more expected today. This type of decision can be difficult to influence as it involves interaction with significantly more people. It is equally as challenging to uncover the Economic Buyer.
How can you identify who one of the most influential people are in this process? When looking at each individual and their level of influence in the decision, ask yourself the following question about each:
If everyone says "yes," does this person have the power to veto with a "No"?
Getting to the answer to this question will identify a stakeholder that should be at the top of your list. Do you know who all your stakeholders are?
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