The decision-maker you can't reach
You keep pitching IT. The decision happens in the boardroom.
Technical buyers understand your value. Economic buyers control the budget. When you can't reach the economic buyer, you're stuck in evaluation limbo - technically approved, financially stalled. The IT manager can't say yes. They can only say "I'll recommend it."
The scenario:
You need to reach economic decision-makers without alienating the technical contacts who brought you in.
The prompt:
You're building a multi-level sales approach.
Create a framework that includes:
- Mapping the buying committee (technical, financial, executive)
- Questions to understand internal dynamics
- Content tailored to each stakeholder's concerns
- Strategies to request executive access without bypassing IT
- Talk tracks for IT contacts to champion you internally
Include email templates for:
- Asking IT to facilitate an exec introduction
- Direct outreach to executives (if appropriate)
- Following up when you've been "stuck" at IT level