How to Increase Sales Opportunities by Reaching Multiple Decision Makers
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As a B2B sales professional, you invest significant time and effort to identify key decision makers in your target accounts and uncover their business contact information to increase sales opportunities. Once you’ve made that connection, the next step is to craft the right message, engage the prospect, and secure a sales appointment. From there, you work diligently to deliver a compelling demo and drive the conversation forward, all in hopes of closing the deal.
But what happens when the decision maker you’ve been engaging with leaves the company? Suddenly, all the progress you’ve made disappears, and you’re left starting from scratch. It’s a frustrating setback, and unfortunately, it’s a common scenario.
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Why Relying on One Contact is Risky
Does this sound familiar? You’re not alone. Studies show that over 50% of sales professionals focus on nurturing relationships with just one decision maker per account. This approach leaves your sales pipeline vulnerable, increasing the risk of lost opportunities.
Shrinking Decision Maker Tenure
The average tenure of decision makers, especially at the C-suite level, continues to shrink. Many top executives remain in their roles for less than three years. When a new decision maker steps in, they may already have an existing relationship with your competitor. Suddenly, the deal you’ve been working on is no longer viable, and you face the challenge of starting the sales process over again. This risk becomes even greater when dealing with long-term contracts.
When decision makers leave, their successors may have different priorities or vendors in mind, further complicating the process. Sales cycles lengthen, and without established connections across the company, re-entering the conversation can be difficult. In highly competitive industries, missing even a brief window of opportunity can mean losing out on valuable deals.
Engage Multiple Decision Makers to Increase Sales Opportunities
The best way to mitigate this risk and increase sales opportunities is to build relationships with multiple contacts within your target accounts. Instead of depending on a single point of contact, engage with their coworkers, key influencers, and additional decision makers.
Research shows that, on average, six people are involved in the decision-making process for B2B purchases. By engaging with several decision makers, you increase the likelihood of gaining buy-in across the organization. Even if your primary contact leaves, other stakeholders remain aware of your product and the value it offers. This helps sustain the deal and ensures continuous progress in your sales pipeline.
Reaching multiple decision makers also allows for broader feedback and insights, which can refine your approach and lead to stronger proposals. In addition, building trust with several key players creates internal advocacy, making it easier to secure budget approvals and navigate complex procurement processes.
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How to Reach Multiple Decision Makers in a Company
Start by identifying the coworkers of your primary decision maker. Understanding their roles allows you to tailor your pitch based on their specific needs and responsibilities. While your messaging to a C-level executive may focus on ROI, a product manager might be more interested in ease of use and implementation.
Researching team structures and identifying secondary stakeholders can uncover hidden decision makers who play significant roles behind the scenes. Reaching out to department heads, project managers, and procurement teams can increase the chances of a successful deal.
However, finding accurate contact details for multiple decision makers can be challenging. Large organizations often have numerous influencers and users, making manual research time-consuming and inefficient.
Use Email-Researcher to Find Coworker Contacts
This is where Email-Researcher, a powerful B2B prospecting tool, simplifies the process. Email-Researcher helps you find verified business email addresses for your primary prospects and uncovers hundreds of coworkers and company email IDs effortlessly.
With Email-Researcher, you don’t need to spend hours manually searching for contact details. Its real-time contact research and email appending technology automatically find verified email addresses, allowing you to expand your network within target accounts. This not only saves time but also enhances your ability to engage with multiple decision makers, significantly increasing sales opportunities.
By automating the process of finding contact information, Email-Researcher allows you to focus more on relationship-building and closing deals. You can target decision makers across departments, ensuring comprehensive outreach that minimizes gaps in communication.
Unlock More Sales Opportunities Today
Don’t let a single lost contact derail your sales efforts. Strengthen your sales strategy by connecting with multiple influencers and decision makers in your target accounts.
With the right tools and approach, you can reduce the risk of lost deals, create lasting relationships across your target accounts, and consistently increase your sales opportunities.
What are you waiting for?
Download Email-Researcher today to unlock coworker emails, engage key stakeholders, and increase sales opportunities. Take your B2B prospecting to the next level and keep your sales pipeline growing.
