The second step is to identify which people within an organization have influence in decision-making within a purchasing process , whether they lead it, influence it or can block it (financial directors are a fairly common case to which we do not usually pay much attention...).
Once we have identified the united states of america phone number library people, it is important to characterize them:
What are your responsibilities?
What capacity for influence they have.
At what stage of the purchasing process do they intervene?
What are your “pains”.
What is your training and your knowledge of the solutions we can provide…
In more complex projects with long sales processes that require a lot of education, defining a purchasing committee can help to convince all those involved in both the acquisition and the subsequent use of our solution. It may be the CEO who makes the final decision, but not the one who triggers it.
Middle management may also have some influence , especially if they are the ones best suited to complete the implementation of the solution we propose:
Let's imagine that we are manufacturers of industrial machinery and we intend to replace a competitor's machine that our client has been working with for years. The technical solution is adequate, the price is in line, but those who have to use it may think that the learning curve is high and be against changing suppliers. If we are aware that we may encounter this obstacle along the way, it is easier for us to be prepared to overcome it.