How to Find the Economic Investor in B2B Sales

With all the different types of buyers with their specific roles in the sales process and especially the buyers cycle, it appears to be difficult to locate the main decision maker or economic investor. This is a critical point.

You want the opportunity to discuss your offerings or solution to this buyer – since he or she is the only one who can say YES. All the other types of buyers or decision makers can say “no” which is why it is so critical to find this person. B2B sales people tell me this is one of the most difficult tasks in the sales process – identifying the specific individual who can say yes.

In talking to the best sales people – the b2b sales superstars – they agreed on four signals used to identify the economic buyer or investor. These four are…

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