How to reach the decision maker: top 3 methods

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Dima tells Alexander about the CRM system, shows the presentation that the manager sent. Alexander is interested in implementing the system, he has been thinking for a long time about how to automate the sales department.

But the owner wants to be sure that the CRM will definitely help solve the indonesia phone number list department's current problems. Alexander asks his business analyst friend Sergey to collect data and analyze how useful such a solution will be for the company. And at the same time, to study and evaluate other offers on the market.

See how big the decision cycle can be in a company? That's because the decision is influenced by several people, not just one:

LPR - Head of Sales Department Dima. If he is not interested in the proposal, he will not tell GLPR about it.
GLPR is the business owner Alexander, who makes the final decision on concluding the transaction.
LVR - analyst Sergey. Assists LPR and GLPR, responsible for data collection.

The advantage is that using data on the LPR, GLPR and LVR, you can push them to buy. For example, the manager could immediately show the statistics of his clients and share cases about how the CRM system helped the company's current clients. Then Alexander would have fewer doubts and he would not involve analyst Sergey in the work.

This is the whole point of studying and building relationships with decision makers, sales managers, and salespeople in sales work. Knowing how potential customers make purchasing decisions makes it easier to push them to make a deal. This principle works equally well with sales of digital products, goods, services, and raw materials.
You can find advice on mailings, Linkedin or conferences online. But letters to cold clients are usually ineffective, Linkedin is now out of the question in Russia for obvious reasons.

Often, decision makers attend conferences and other events, but this is a labor-intensive search option and is not suitable for all niches. We have collected other methods for finding decision makers with varying degrees of complexity that will yield results in 2024.