How to Reach Multiple Decision Makers & Increase Sales Opportunities

September 18, 2020 Premanand Arumugam

Table of Contents

As a B2B sales professional, you put in a lot of time & effort to identify a decision maker in your target accounts and find their business contact information. The next step is to reach the decision maker with the right message and book sales appointments. A lot of hard work goes into the sales demo to get positive signals from the prospect. You keep following up with that single contact; provide all the information that is necessary to make an informed decision.

While you are all exited to get a sale, you come to know that the decision maker you worked with has left the company. You are left stranded because all the conversation & communication you had was with that single decision maker. It’s very frustrating to lose an opportunity slipping away from your hands.

Sounds familiar, right? You are not alone. More than 50% of sales folks rely on building relationships with a single contact in their target accounts. It poses a huge risk of losing business.

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Shrinking Decision Maker Tenure

Studies reveal that the duration of decision makers staying at a company keeps shrinking. The average tenure for top decision makers and C-level executives is less than three years. When a new decision maker replaces your contact, chances are there that she might be your competitor’s customer in her previous company. You will neither be able to proceed further nor have anyone in the company to influence on behalf of you. All your hard work goes in vain and you lose your sales revenue. You have to start all over again. Things get even worse when you have multi-year contracts with companies. This is a huge challenge that B2B sales folks have to combat.

Target Multiple Decision Makers & Influencers

One of the best ways to address this issue is to get in touch with multiple contacts in your target company. In addition to the decision maker, you need to develop the habit of reaching out to your decision maker’s coworkers as well. It helps you to get in touch with other influencers and decision makers in your target company.

Statistics reveal that decision-making in B2B companies is not confined to a single person. On average, around 6 people get involved in the decision-making process. So, reaching multiple decision makers and influencers will give you a chance to speaking with or demoing your product to multiple people. Now, even if the decision maker leaves the company, you can always get in touch with other coworkers in the company who also know what you are offering and what they are benefitting.

How to reach multiple decision makers in a company

Researching coworkers of the decision maker will help you understand their role better and how you should be pitching to them. Sometimes, your sales pitch to them could be different to what you pitch to the decision maker.

Finding the contact details (email IDs & phone#) of the coworkers is the next step. But finding coworkers’ email IDs is not an easy task. Depending upon the size of the company, there might be a lot of peers, influencers, and actual users of your solution. Finding all the coworkers’ email IDs manually is a tiresome and time-consuming task, even for expert researchers. This is where a B2B prospecting tool such as LeadGrabber Pro comes handy.

Get Coworker Emails & Company Emails for Free

LeadGrabber Pro helps you to find verified business email addresses of your prospects and simultaneously find hundreds of coworker email IDs and company email IDs for FREE. You don’t need to spend extra time for finding coworker emails. You also don’t need to pay a cent more.

LeadGrabber Pro’s built-in email appending technology performs real-time contact research on the Internet and appends your prospects’ and coworker email IDs in no time. No other product or vendor gives you access to thousands of coworkers like LeadGrabber Pro for free.

LeadGrabber Pro helps you to engage with multiple decision makers & influencers in your target accounts and increase sales opportunities.

What are you waiting for?

Download LeadGrabber Pro today. Use coworker emails to reach multiple decision makers & increase your sales opportunities.