Short answer: Make sure you spend your time talking to the person deciding whether or not to buy your services.
Regardless of what you sell, or your sales process, there's always at least one person deciding whether or not to pay for your services. We call them stakeholders. Figuring out who these people are and what they usually find important is a good way of understanding your leads and closing more deals.
Depending on your business model and what you sell you are going to have different stakeholders in your deals. There are many practices on how to identify and communicate with the different roles. If you would like to get started on working with stakeholders or need help implementing this in your sales process, please contact your contact at Upsales and we're glad to help you out.
What defines a stakeholder
The CEO is a typical example of an important stakeholder. This is a person who can put a halt to your deal if they're not aligned. In most deals, there are more stakeholders lurking outside of your conversations and appointments with the prospect. The ones you do see, like a person included in your appointments or calls, probably have a say about what you are offering. Make sure you understand their roles and what they find useful or important about your services.
- Make sure you are talking to a stakeholder. Bluntly asking "Are you the one having the final decision on this?" is actually quite effective
- Ask if there are more persons involved in the decision that you need to speak to
- Document the stakeholders in your typical deals
- Find out what questions and fears they usually have during your sales process. Make sure you have a good way of answering these.
The stakeholder feature in Upsales
In Upsales there's a feature to define the stakeholders for your sales process. Once set up the sales rep. can tie contact to their stakeholder roles inside of opportunities making sure every important contact is included.