When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker?
When the old vendor shows up with a solution similar to yours, who is the decision maker?
When your colleague/employee/spouse doesn’t want to bring in a new solution at this time regardless of what you think you need, who is the decision maker?
When the tech manager doesn’t get along with the sales and marketing folks, and all three need to sign off on your solution, who is the decision maker?
When your prospect is going through an IPO and the investors don’t want them to spend money, who is the decision maker?
When the big boss has a favored vendor, and it’s not you, who is the decision maker?
And, when you ask your prospects who the decision maker is, what, exactly, does that give you? And what will you do about it (using the sales model) that will make a difference? Just asking.
Come see me in Boston next week (Thursday, Sept. 23) at SEMI and we can discuss this in person. Or have a beer!