Who's the Decision Maker?

Do you know your accounts' decision making process?  Quite often the decision to purchase a product or service is made through a committee that reaches a consensus based on a set of criteria   Another decision making process is a series of sign-offs.  Here, the product is evaluated by one individual or group and then, after approval, passed up to a higher level.  Perhaps the process is a bidding contest, where the lowest bidder gets the business.  Unlike the old school adage, to sell to the "Decision Maker,"  someone is the most influential within the decision making process.  That may or may not be the person with the most authority.  Have you identified the decision influencer in your accounts?


For more on Decision Making Processes, call GRa today.  910.617.1817