Highlight decision makers
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Last updated
Was this helpful?
Zengain makes it easy to highlight and watch "key contacts" such as influencers and decision makers in the customer. At a glance, you can now focus efforts on people in the buying committee who will help you close a deal in your favor.
Goal
Close more deals.
Details
Clearly see within any customer who the key people to focus your efforts upon are, mark them easily, and track them at a glance.
Outcome
Get more deals closed.
Tracking and highlighting key influencers, decision makers, and blockers within an account is essential for closing more deals in B2B sales. Here's why:
Navigating Complex Buying Groups: Modern B2B purchases often involve multiple stakeholders with different roles and priorities. Understanding who the decision makers are ensures you direct your efforts toward those with final authority, while identifying influencers helps you engage those who shape opinions and recommendations behind the scenes.
Leveraging Influencers: Influencers may not have the power to sign off, but they often conduct research, evaluate solutions, and advocate internally for preferred vendors. Building relationships with influencers can help you gain valuable insights into the organization's needs, past experiences, and internal dynamics- information that can tailor your pitch and align your solution with the customer's strategic goals.
Managing Blockers: Blockers can stall or halt the sales process, whether due to skepticism, competing priorities, or allegiance to a competitor. Early identification of blockers allows you to address their concerns directly, develop strategies to overcome objections, and avoid wasting time on stalled deals. Sometimes, converting a blocker into an ally can even help you gain access to other key stakeholders.
Reducing Deal Friction: By mapping out these roles, you can anticipate potential bottlenecks and proactively address them, keeping the sales process moving smoothly and reducing the risk of deals stalling late in the cycle.
Shortening the Sales Cycle: Knowing exactly who to engage and when means you can focus your communication, avoid dead ends, and accelerate decision-making, ultimately closing deals faster.
In summary, systematically tracking and engaging key influencers, decision makers, and blockers helps you build the right relationships, tailor your approach, overcome obstacles, and drive deals to a successful close.
