It seems obvious. Who you sell to depends on what you’re selling. But it is easy to caught up in the excitement of your product or the fact that you finally have a sales call that it can be easy to forget whether the buyer is even in the room.
Let’s say you’re selling a big company on an enterprise wide social media campaign. Are you selling the IT department? Will the CIO approve the project and write the check? Or is it the marketing department and the CMO will write the check? Is sales involved? Is the check big enough that it will need finance approval?
Are all the buyers in the room? Are they even in the same building?