How do you find decision makers?

Thanksgiving is a critical milestone each year, executives are planning how to end the current year at highest possible performance levels while simultaneously they are starting to plan how to fast-start the approaching new year.

When professional sales reps are contacting decision makers, they must address both time-lines. Solutions that can quickly be ordered and booked, and those that can have meaningful effect over the next 12 months.

How To Connect With & Identify Decision Makers?

If you want to speak to the decision maker of any organization you better come prepared. Most sales reps are going to need to discuss solution cost, benefit, risk, ease of deployment, competitive advantage, headcount optimization, compliance and reasons why an offering is essential, not optional.

Another message must be compatibility with existing IT and systems; a solution that is totally new will be considered but extra layers of skepticism and objection will be thrown into the mix due to the added risk of failure and discarding a solution that was working to some extent.

Sales reps should think like the executives they are calling. It’s not always easy reaching decision makers and you need to be ready when the time comes.

What would register?

What would concern?

Author Details
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.
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CEO OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.