Knowing beyond the superficial
Distinguishing roles from functions is essential: it is not so important to know the function that the contact performs in the company, but the role covered in the ongoing negotiation and its interactions during the different phases.
Whoever has the real power to close the deal will be your privileged germany phone number library interlocutor (we will see later how to find his contact on email finder tools).
For example, if a buyer does not assume the purchasing function except for the bureaucratic or administrative aspects, he or she may receive less attention from us than the person who assumes the role of buyer during that specific purchasing project.
The different roles in negotiation
This is a real system of interactive roles that includes:
Users : these are the subjects who will judge the purchased goods and can therefore influence the decision by sharing their expectations, in terms of reduced operating costs or improved functioning.
Buyers : those in the company whose mission is to define the purchasing conditions and select suppliers. They are, therefore, the seller's main interlocutor.
The specifiers : influence the definition and nature of the goods that will be purchased and the suppliers. They can exercise their function within the company (research and development, marketing research office, etc.) or outside (engineering companies, local authorities, etc.).
Decision makers : exercise power over the final choice of supplier, and/or offer, as this power is formally or informally attributed to them.
Advisors : suggest product or supplier selection criteria or communicate information that may influence the final choice.
Filters : Control communications between the environment and decision-making group members .
email finder campaign
Using LinkedIn and Email Finder to Build Your Decision Making Unit
Now that you know what the roles of the process can be, start giving them a face by investigating starting from the official information that can be gleaned from the company organizational chart or from LinkedIn .
On Microsoft's social network, you can reach a targeted audience in a professional context, combining various targeting criteria through advanced search to build the ideal profiles of the decision makers and influencers you want to reach: CEOs, buyers, managers, specialists, employees, students and more. In addition, with LinkedIn it is possible to carry out retargeting activities :
on your website visitors
on a contact list
on specific decision makers of reference
so that each of these people comes into contact only with messages specifically designed for their role , their needs , their decision-making power .
