Decision Maker
A decision maker is an individual with the authority to approve a purchase, allocate budget, and sign contracts, typically holding a leadership or management position.
Quick Definition
A decision maker is an individual with the authority to approve a purchase, allocate budget, and sign contracts, typically holding a leadership or management position.
Understanding Decision Maker
Identifying and accessing decision makers is critical for sales success, especially in B2B sales with multiple stakeholders. Decision makers often rely on recommendations from technical evaluators and end users but hold final authority. In manufacturing, decision makers might include plant managers, operations directors, or C-level executives depending on deal size. Sales strategies should include both building relationships with decision makers and equipping champions to influence them.
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