Technical Sales Prospecting Tips – Circle of Influence

If you’re in technical sales, or any kind of sales for that matter, you usually focus on the decision maker. This is the person who can say yes, sign that contract, and close that deal. However, it can often be hard to get in touch with them, especially if you don’t know them personally. Maybe you’ve used all the outreach methods you can think of, but you still haven’t been able to connect with them.

The good news is that you don’t always have to target just the decision maker. Although this isn’t often mentioned in technical sales training, there are other people you can reach out to and get nearer to that sale.

When you can’t approach the decision maker, the people you can target are the circle of influence around them. These are people who can impact the decision maker’s buying decisions. The circle of influence can sway the decision one way or another, depending on their opinion or research. If you are able to build a...

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