One of the important aspects of any sales process in B2B companies is to target and provide quality technical and commercial information to the purchasing decision-makers , that is, the people involved in the purchasing decision in our target accounts.
« The most important thing in B2B sales is to understand turkey whatsapp number data who makes the decisions. » – Jeb Blount
In this article we will discuss why it is critical to define a purchasing center or customer map of our Ideal Customer Profile that allows us to orient commercial action correctly and ensures that we address all relevant people with decision-making or influence capacity during the sales cycle.
What is meant by purchasing decision makers?
A purchasing decision unit or purchasing decision maker can be defined as the set of people within an organization who are involved in a purchasing process and, to a greater or lesser extent, have influence or decision-making capacity over the product or solution to be incorporated.
It all depends on the type of product or service we intend to market, but normally in B2B companies the sales cycles meet two conditions :
They are relatively long
More than one person is involved and probably at different stages.
If we sell, for example, industrial machinery , professional profiles such as the CEO, the plant manager, the production manager, the quality manager, the maintenance manager or even the operators themselves may be involved in the purchasing decision .
The level of responsibility and influence on the final decision is not homogeneous and not everyone is involved in the same stage of the sales cycle. For example, if operators have some level of influence, it will certainly not be decisive in the initial phase of the sale but rather at a very advanced stage. Another example, if the financial director is the one who gives the final approval to a transaction, he will also be involved at a very advanced stage.
shopping center
