Finding the Economic Buyer
“Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the economic buyer.
Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you move into the $25K–$100K range, purchasing decisions will need to run through senior vice president and executive vice president–level executives. Deals over $100K often require C-level approval.
But this can vary from company to company.
As an example, one of the speakers at a customer experience conference I attended was an executive vice president of a large, publicly-traded, healthcare company.
She wanted to implement a new software application throughout her business unit, so she partnered with the vendor to run a pilot program.
After a successful pilot, she was able to roll out the software application across her business.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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