Within your Sales process you can identify the right people to talk to. The decision-makers with the power to approve or reject your deals.
You can define them by their job title, or by their role as a stakeholder within the deal. Upsales gives you two options for your Sales process:
Go to Settings → Pipeline → Sales process, open a sales process and click Talk to the right persons in the Sales process checklist. Choosing between the two options requires the Sales process PRO add-on. Without it, decision-makers are defined by job title.
Job titles
These are based on the Title category field on your contacts. The job title option is useful when:
- You have full visibility over your prospect organisation and its hierarchy
- Group emails/communication may include every decision-maker and their job title
- There's an established sales process
- You have clarity over job titles. For example, knowing who's the decision-maker between a CMO and the Marketing Director
Stakeholder roles
These are roles you add yourself. You tie contacts to them in each opportunity regardless of their job title. For example, a CEO might be a "Champion" in one opportunity but an "Economic buyer" in another.
The stakeholder option is useful when:
- Decision-makers are involved, but not in a way that matches their job title or day-to-day functions
- You have to identify decision-makers who are less visible, maybe behind a PA or with a less common job title
- You're unsure how buying decisions are made within the organisation
- A decision-maker has just started in their role, but doesn't yet have enough authority or understanding to make a decision