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Podcast: Ask the Right Questions, The Sales and RevOps Podcast
Episode: How to Identify the Decision Maker and Speak with the Right Person
Description: Picture this - you're on a call, and you're wondering how you can determine if the person you're talking to is the decision-maker and, if they aren't, how do you get to speak with the DM. In this episode, we talk about:
What are the buying roles salespeople encounter (decision-maker, influencer, etc...)
Who's the decision-maker? The far-removed contract signer or the day-to-da middle manager?
Why does the DM matter so much?
Where in the sales process does the decision-maker matter
When should you identify the decision-making process?
How to get the DM on the call when you realize...