There's a term in selling know as Calling High.
"Get to the Decision Maker"
"Who has the Veto?"
I've realised over the last few days that this obsession with "Getting to The Decision Maker" is simplistic and a highly risky strategy. And I don't know from what I've seen now as a client, that the decision maker actually exists. Someone has to make a decision, but sometimes it's far from being the most senior person. I watched a decision being made today, and it was a combination of circumstances over a few weeks and a few people of influence somehow meandering to a decision because of time pressure. I wouldn't say it was down to anything the supplier or suppliers could have altered.
In talking to a few suppliers recently, they fail to realise that key influencers play a huge role in a decision, and going to the "Decision Maker" will piss them all off, and lead to the decision being sabotaged.
What I was surprised and struck by, is how much people were influenced by a presentation by the supplier.
To hell with what a supplier says in a presentation, I want to see what happens in real life!
I guess the presentation shows credibility and understanding of the problem. So it's a good start.
I've lots more to say on this subject but it's getting late. Goodnight.