first need to identify who the decision maker is at a particular company. Decision makers vary from company to company so I would first refer to passed closed deals to see what titles were involved in the sales process. From there you’ll have a better idea of who needs to be included in your pitch and be part of your closing. Once I know who I’m looking to reach, the next step I take is to look them up online. Start with the company website, often they are listed under the “About” or “Our Team” tab. I like to start here because they are often listed in the order of hierarchy within the organization. Sometimes you might not have a mutual contact with the decision maker themselves, but you might have one with their right- hand person or even their superior which can be just as good.
96 SPOTLIGHT MAGAZINE ON BUSINESS MAGAZINE • VOL 24 ISSUE 1
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