This deal is a sinking ship 🚢 It's okay to work with people who have zero decision making authority As long as you check these three boxes: - Is the a pain/problem that has a sizeable enough impact that a business case can be made for your solution that will get others bought in? - Are they politically capable of building the deal internally to involve other people? (if not now, once they have validated your solution is a fit) - Are they willing to "play ball" and be forthcoming with information about their status quo and buying process? If “yes” then it might be time to open a deal room and begin building a business case If “no” then use the information gathered to prospect into the true champions and execs
Navigating the role of a Business Development Manager in a new business can present its challenges, especially when it comes to interacting with gatekeepers. Many decision-makers often communicate to their gatekeepers that they are ‘too busy’ to take calls. However, effective leaders empower their gatekeepers to exercise initiative in the interest of business growth and the exploration of new opportunities. Not every opportunity will yield success, but without making mistakes, how does one truly learn? If a business isn’t proactively seeking innovative approaches, it runs the risk of lagging behind. Therefore, it’s crucial for businesses to remain open to new ideas and opportunities, even if they come from unexpected sources. Remember, it’s not about bypassing the gatekeeper, but rather fostering a culture of openness and learning.
Every person you talk to is a decision maker. They may not make any buying decisions but can decide whether to help you connect with the actual buyer or not. And sometimes that is the most important decision.
This is an incorrect view in terms of deepening your coverage. It neglects the power of a buying Organization. While a person may not be the decision maker, but they could be a gatekeeper or influencer. Or they could be an internal customer to your decision maker. The art of deepening coverage and build champions within the account is not all about the decision maker.
Sometimes closing looks nothing like closing… internal coach generation is a key step with many buyers and good leaders are humble enough to ask for perspectives. Chop the wood, carry the water and don’t take sales strategy tips from memes generated by the disenfranchised!! 📰 🔈
Engaging with someone who isn't the decision-maker can sometimes be beneficial, as they can advocate for your pitch and influence the final decision.
I personally don’t like the term, but I agree with the PIC being ‘politically capable’. My favorite word to describe them is advocates. If we can’t meet with the decision maker, then whoever we meet should be able to advocate our service forward. We can ensure that by hitting on the pain points and show the impact our service can bring to their bottom line, much like you describe here. ✨
... and sometimes those people become allies, who become friends, who become decision makers!
HA HA - I love this - of course there are influencers and instigators - but ultimately - someone has to sign a piece of paper... even electronically! Having said all that - the dance is still fun!!
Strategic Sales & Solutions at UPS Healthcare
2moSometimes those people that aren’t decision makers help you uncover a lot of needs for the company before you even meet with the decision maker😅