11 August 2009 | Miller Heiman

Chances are you know a lot about the individuals in the biggest sales opportunity you are currently pursuing. Likely, you know who the gatekeeper is, who the managers are, and the decision maker who will be giving the final yes or no that seals the deal.

Because you found it all out two months ago – right?

Don’t pop the champagne just yet. The pressure on many organizations right now causes changes to the structure and the way they operate – and sales professionals aren’t always given a back-stage pass.

So while you knew who would be making final decision two months ago, or even two weeks ago, don’t assume that everything has stayed the same.

• Is the dollar amount of the sale of considerable significance? Has it increased recently? The more money involved, the higher title of executive needed to make the decision.
• Is your customer doing well? In times of high tide, financial decisions can be made at lower levels, but put a pinch on business conditions and that decision heads higher up the ladder.
• Do you have prior experience with the firm? If you’ve already established a solid relationship, you may be able to secure approval from lower levels of the corporate ladder. If it’s your first opportunity with the company, consider that the decision will likely have to be made higher up.
• What’s the impact to the organization? Is it short-term? Long-term? Will your solution affect one department or the entire organization? If your solution has significant potential to impact the organization, expect the decision to elevate to a high title.

Confirming your information is always a smart move – but in this economy, the closer you stay to your account, the less chance you have to lose it.

photo credit: radioactv915