How to Identify and Approach Decision Makers in B2B Sales
Posted: Wed Jan 29, 2025 6:45 am
Published by
Gustavo Luby
/ Lead Generation / How to Identify and Approach Decision Makers in B2B Sales
Summary [ Hide ]
1 What is a Decision Maker?
2 Who are the Decision Makers in a Company?
3 Types of Decision Makers
4 How to Identify and Approach Decision Makers in B2B Sales?
5 Qualifying Questions to Identify the Decision Maker
6 What are the Steps in the Decision Making Process?
7 Factors That Influence the B2B Decision-Making Process
8 How to Close Deals with Decision Makers?
9 And when the Decision Maker is You?
Especially in the B2B market, the first contact in a uae number dataset approach or a conversion in a material will not always be directly the decision-maker that interests the company.
In business-to-business sales, reaching decision-makers is a challenge faced by almost all sales representatives.
Thinking about this scenario, we created this post.
In it, you will better understand the types of decision makers, how to identify and approach them, what factors influence this dynamic and how to close a deal in the B2B market.
Let's get to the text!
What is a Decision Maker?
What is a decision maker?
In a B2B sales context, decision makers are those professionals responsible for the final word on a purchase or hiring.
The decision maker takes into account strategies and financial determinations, as well as the best interests of the company when choosing suppliers.
Who are the Decision Makers in a Company?
Who are the decision makers in a company?
In this type of sale, it is common for there to be many people involved.
Especially in larger companies, professionals from different areas are often involved in the process of influencing and making purchasing decisions.
Decision makers are usually employees with higher positions in the hierarchy and can be from either the purchasing department or the department most impacted by the solution or product that will be acquired.
For example, in a construction company, decision-makers regarding the purchase of frames for buildings may be in the purchasing department, or they may be in the engineering department responsible for the project in question, which requires this type of supply.
In smaller companies or in the case of larger, more expensive and more complex deals, even the CEO of the company may be the decision maker you need to reach.
Gustavo Luby
/ Lead Generation / How to Identify and Approach Decision Makers in B2B Sales
Summary [ Hide ]
1 What is a Decision Maker?
2 Who are the Decision Makers in a Company?
3 Types of Decision Makers
4 How to Identify and Approach Decision Makers in B2B Sales?
5 Qualifying Questions to Identify the Decision Maker
6 What are the Steps in the Decision Making Process?
7 Factors That Influence the B2B Decision-Making Process
8 How to Close Deals with Decision Makers?
9 And when the Decision Maker is You?
Especially in the B2B market, the first contact in a uae number dataset approach or a conversion in a material will not always be directly the decision-maker that interests the company.
In business-to-business sales, reaching decision-makers is a challenge faced by almost all sales representatives.
Thinking about this scenario, we created this post.
In it, you will better understand the types of decision makers, how to identify and approach them, what factors influence this dynamic and how to close a deal in the B2B market.
Let's get to the text!
What is a Decision Maker?
What is a decision maker?
In a B2B sales context, decision makers are those professionals responsible for the final word on a purchase or hiring.
The decision maker takes into account strategies and financial determinations, as well as the best interests of the company when choosing suppliers.
Who are the Decision Makers in a Company?
Who are the decision makers in a company?
In this type of sale, it is common for there to be many people involved.
Especially in larger companies, professionals from different areas are often involved in the process of influencing and making purchasing decisions.
Decision makers are usually employees with higher positions in the hierarchy and can be from either the purchasing department or the department most impacted by the solution or product that will be acquired.
For example, in a construction company, decision-makers regarding the purchase of frames for buildings may be in the purchasing department, or they may be in the engineering department responsible for the project in question, which requires this type of supply.
In smaller companies or in the case of larger, more expensive and more complex deals, even the CEO of the company may be the decision maker you need to reach.