Get to know your Decision Committee:

Revenue teams need to identify, map, track Decision Committees throughout the customer lifecycle. Yes, buyers and buying committees close deals, they also kill them, sometimes without much feedback. Buying committees tend to be more reactive than proactive throughout the sales process. The most successful reps proactively understand their ICP, identify their gaps, and know their key relationships throughout the cycle.

This is why Decision Committees (proactive) > Buying Committees (reactive)

1. Identifying Key Roles & the Decision Committee:

• Decision Committee:

  • Multiple stakeholders: Includes representatives from different departments (e.g., finance, operations, IT, marketing).

  • Shared decision-making: The committee collectively makes the final decision.

  • Complex buying process: Often involved in high-value purchases.

  • Diverse perspectives: Brings together different viewpoints and expertise.

• Common Roles within a Decision Committee: (can vary per methodology)

  • Decision-maker: Holds the ultimate authority to approve or reject the purchase.

  • Influencer: Provides input and recommendations but doesn't have final approval.

  • Economic buyer: Controls the budget and financial resources.

  • Business User: Use the product or service.

  • Gatekeeper: Controls access to decision-makers.

  Understand the buying process through the Decision Committee by mapping out key stakeholders, common roles, and aligning to their decision process

2. Building Relationships:

• Activate your network: Reveal potential connections build relationships with influencers, champions, blockers, and allies.

• Improve collaboration: Understanding customer’s structure can enable cross-functional collaboration & partnerships.

• Resource allocation: By understanding the account structure, sales teams can allocate resources efficiently.

3. Sales Process Optimization:

• Align to best practices: Help to align the sales team to the Sales process and methodology and optimize repeatable success

• Identify bottlenecks: Analyzing the sales org chart can help identify potential bottlenecks in the sales process.

• Improve efficiency: By understanding the roles and responsibilities of each team member, sales processes can be streamlined.

• Accelerate ramp-up: New sales reps can quickly understand the organizational structure and key roles within accounts.

• Share Knowledge: Org charts facilitate knowledge transfer and collaboration among sales team members.

Relationship maps & org charts are visual representations of an organization's structure. They help to outline roles, responsibilities, and important relationships. They serve as invaluable tools and are key to driving Strategic Account Planning.

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