I'm currently facing a challenge while selling to mid-sized companies, specifically those with 50 to 500 employees. Often, the person who replies to my outreach isn't the ultimate decision maker; they might just be there to gather information. I've been using the usual methods, like asking who else is involved in the decision-making process, but that often leads to vague answers. Although I try looking at organizational charts, titles can be misleading since they are sometimes inflated (like a 'VP of Innovation' could mean anything from a single person to a whole department).
I've attempted various strategies to pinpoint buyer contacts early, including reaching out to multiple individuals, such as the director and the VP or procurement. However, that sometimes backfires if they discuss it among themselves, making it seem like I'm circumventing someone.
I've had issues with buying committees too, especially in enterprise deals. Just when I think I've locked in the key buyer, suddenly other stakeholders like legal or finance pop up with veto power. It's happened a couple of times recently. I've also been looking at databases like Apollo and Prospeo to map out organizational structures before making contact. So, I'm curious—what methods or processes do you all use to find out who controls the budget?
5 Answers
Don’t get stuck waiting on the person who replied to your email; they’re often just the 'research intern' in these scenarios. It’s smarter to seek out the individual who has actual budget control.
You’re approaching this from a logical standpoint, but mid-sized companies often have complex political dynamics. Instead of just seeking out the buyer, try mapping out the buying system while you’re selling. Ask how decisions are made instead of who makes them; this can uncover a lot! Also, always anticipate that there’s probably a silent veto from departments like IT or finance—bring them up early to demonstrate your experience.
I get where you're coming from! What’s been working for me is to start conversations about their decision-making process rather than going straight to finding the decision maker. Try asking something like, "Can you walk me through how decisions like this usually get made at your company?" This way, the person might share information on who actually signs off on deals without feeling threatened by the question.
That’s a solid approach! Framing it around their current process makes it feel less like an interrogation and more like a collaborative discussion.
From my perspective in a mid-sized tech company, I deal with big purchases but there are spend level gates. For smaller amounts, I can make decisions, but for larger costs, it has to pass through various approvals. Understanding this hierarchy is crucial for knowing when to push and when to hold back.
If you're doing outreach to multiple contacts, make sure you have good data on who's who. I switched from Apollo to Prospeo recently, and I find it much more effective. They give alerts about job changes and headcount growth, which helps identify new decision-makers before you engage.
Love this! Understanding the process feels way more effective than just chasing a title.