Depending on the size of the organization and the size and complexity of what you are selling, finding the decision maker can be a challenge. The bigger and more complex the sale the more likely there will be more than one decision maker + influencers. Identifying folks in the role is easy, connecting with them is another story. That capacity – to approve of and sign for a purchase – can be spread among a number of people, may be shared by several or may be resolutely sealed off from you and your sales team, until the very end of the process.
