Your focus should be all the senior executives of the profit center where you’re selling. Notice I didn’t say department or area of responsibility such as engineering, manufacturing, or purchasing. Your products and services impact the profitcenter – believe it.
Most sales people only target those who are solid-line responsible for the departments or project that their services directly touch. Powerful decision makers are those senior staffers that are significantly impacted (either personally or through their subordinates) by your offering. However, the other members of the profit center leader’s direct staff get involved, even if his or her department is not responsible or impacted. Purchasing and investment decisions are discussed by the entire staff during lunches and in staff meetings because they impact the profit center, division or company. In addition to covering all the bases, these senior staffers are a great source for insights and networking.
Common Situation -- You Don’t Know Who’s In Charge
Resulting Problem -- You lose the sale. You didn’t know all the decision factors. You weren’t connected to the right people.
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