Every salesperson who sells any kind of solution knows the problem - you think you have the decision-makers in your hand. But when it’s time for the business to be won, the informal decision-makers appear en masse.
In many cases, you can see the deal slip from your grasp because a person you have not had time to influence advocates a different solution. According to MarketingSherpa it is not unusual for more than 20 persons to be involved in a purchasing decision of a technology solution with a value of more than 175 000 sek. Few vendors have time to meet with all 20 people. These informal decision-makers are often project managers or end users. There is no title on their business cards and they are difficult to reach via the postal DR mailings or purchased e-mailing lists.
There is a way to reach these informal decision-makers. Check out our clips on vBanners on YouTube now to learn how:
