Managing large decision committees
Selling to larger enterprises is a complex task: the larger the deal, the more decision-makers, and influencers will play in the game. You need to develop a profound understanding of organizational behavior, formal and informal relationships in order to orchestrate your close plan.
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Three Tactics to help you
Learn what you don’t know: try to identify the gaps you have in your understanding of the organization
Work with your coach or champion to identify the decision process and decision-makers
Learn about the needs and motifs of each decision-maker and ensure that your value proposition covers all of them
Pipedrive Best Practices to excel:
Use labels or fields to mark decision-makers on the person record. Then take notes on their needs and motifs:
Use vizrm to identify gaps in the org chart and act on these gaps to deepen your understanding of the organizational landscape:
