Key Sales Buyers For Your Business, inspired by a Mark Suster Blog Post

1. keysalesbuyersfor
yourbusiness
Inspired by a Mark Suster Blog Post

2. herearethekeybuyer
typesyou’llmeetas
yousell:

3. theEnemy

4. WhoARETHEY?
Simply put, they’re against you.This could be because
they don’t want to spend money on the solution,
don’t think they have a problem, or prefer not to
change at all.

5. Remember that enemies aren’t always evil.Talking
directly to the enemy makes it more difficult for them
to think you are a bad fit. By speaking to them, you’re
showing you really care about them as a potential
customer, which will pay dividends.
Theapproach

6. theSAGE

7. This person has been in the company for a long time
and has a deep understanding of how it’s run.They’re
often friendly and can help you understand more
about the business.
WhoARETHEY?

8. Although they are a valuable source of information,
they don’t have much authority. They might not be
the best customer for you to focus on as the sale
moves toward a close.
Theapproach

9. theEXPERT

10. This person has influence in the organization, but no
authority.They don’t necessarily have to be someone
high on corporate ladder, but rather someone with
in-depth knowledge on a topic related to your sale.
WhoARETHEY?

11. Try to find the person with the most expertise, often
by asking who the decision makers go to for advice.
Consult the expert to improve the chance of your
sale.
Theapproach

12. TheInfluencer

13. Similar to “the expert,” this person is often consulted
by decision makers.The influencer, however, doesn’t
have a specific area of knowledge, but instead is well
informed about the company as a whole.
WhoARETHEY?

14. Find out who influences the company’s decision
makers and try to meet them. Keep in mind they
might not always be inside the organization.
Theapproach

15. THESPONSOR

16. This person is senior in the company and controls
the budget.They may not be involved in the deal
other than giving it a “yes” or “no.”
WhoARETHEY?

17. Find out whether or not the decision maker has to
get approval from a sponsor. If yes, try to get a brief
meeting with the sponsor. This will improve your
chance to move forward with the deal.
theapproach

18. Blockers

19. Be they technology, procurement or legal, they
present roadblocks in finalizing the deal.Audits and
paperwork can make your life miserable and even
unwind a deal completely.
WhatARETHEY?

20. The best practice for dealing with blockers is to have
an inside man. A buyer on your side can alleviate the
stress of procurement, legal and tech internally.
theapproach

21. Our software finds sales triggers
faster. Get a free taste!
Sincerely, SalesLoft.
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