Alleviate the concerns of the IT department
Research conducted by LinkedIn indicates that 32 per cent of respondents believed that the IT department had the most influence over B2B buying decisions, more even than the finance team. Taking this into account, it’s clear that IT leaders can function as crucial mobilizers for B2B sales professionals that traffic in software solutions. In these situations, IT managers come equipped with a healthy balance of expertise and skepticism. Also, their knowledge of the other software and hardware systems already in use at the company carries important compatibility-related implications.
Most IT leaders want to establish that your organization will be prepared for implementation when the time comes. They will want to ensure the efficacy of their current systems when employing a new tool, and they will want to understand your onboarding program to determine whether or not their users will be able to transition effectively into the new solution.
Create enthusiasm among the end-users
It’s often too easy to focus attention on key decision makers and neglect to consider the people who will actually use your product. End users can be important advocates if you take the time to demonstrate exactly how your solution will help them.
If possible, try to arrange for groups of end-users to have hands-on time with your product during the sales process. This decision will greatly impact the reality of their day-to-day job functions, and if they see, firsthand, the opportunities your product or service present, they will confidently go to bat for you in front of their colleagues.
Garner the attention of your client’s boss
Sales professionals know all too well that many middle managers get in the habit of rejecting sales pitches without giving them a second thought. It’s not necessarily borne out of apathy, but typically they are busy enough with managing their own team and reporting to their bosses. They often don’t want to run the risk of getting deeply involved in the sales process, only to have their purchase request rejected by other decision makers in the company.
But what if there were someone else at the organization who could persuade the middle manager that your pitch is worthwhile? If their superior on the next level up is interested in learning more about your company, they may direct that manager to give you a meeting. It may be a roundabout way of getting to the ultimate decision maker in the process, but reaching higher on the organizational chart can be a solid strategy for generating interest that trickles down.
These five individuals can be allies to a salesperson. While there are certainly more important players in every sale, it’s necessary to treat everyone as a potential influencer and recognize the power of the underappreciated mobilizers.
For more tips on creating a smoother sales process, click the link below to download our e-book, “7 Tips for Accelerating Sales Performance.”
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