Identify and engage decision-makers

Brandon Bornancin shares tips on identifying and engaging decision-makers to get deals approved.

1. Identify all decision-makers

Know who needs to approve the purchase, usually 4-10 people.

2. Understand the approval process

For example:

• SDR pitches to the sales manager.

• Sales manager presents to VP of Inside Sales.

• VP presents to the Chief Revenue Officer.

• CRO involves the CEO or COO.

• CEO or COO checks with the CFO.

3. Ask key questions

• Who else needs to evaluate this?

• What do they need to say yes?

• How have they evaluated similar solutions?

• What motivates or stops them from saying yes?

4. Present to the committee

Request to present to the entire buying committee. Address their needs and concerns.

5. Fill gaps in the sales process

Use the answers to align everyone, address gaps, and push for contract signing.

How to find the key influencer in big deals

Brandon Fluharty explains in his blog post how to land big transformation deals by identifying and working with key "Mobilizers."

Key tips:

1. Identify mobilizers

Look for Go-Getters, Teachers, and Skeptics.

• Go-getter: Delivers results, focuses on implementation.

• Teacher: Shares insights, convinces others.

• Skeptic: Questions everything, needs convincing.

2. Engage with insight

Teach them something new about their business, not just about your product.

3. Assess intent

• If they focus on the greater good, they are likely Mobilizers.

• If they focus on personal gain, they might be Climbers (use their info but don’t rely on them).

4. Verify through actions

Encourage them to do their own research and collaborate with you.

Action steps:

• Lead with a thought-provoking insight.

• Be prepared for and welcome skepticism.

• Determine if they talk in facts (Go-Getter/Skeptic) or stories (Teacher).

• Verify by seeing if they take proactive steps to collaborate.