In Enterprise Tech, Sell Broadly (Within An Account) Is The Only Answer - Gartner | The MarTech Digest |
  1. Find an entry point that you can build trust with and use as an ally to understand the composition, leadership, and dynamics of the team.
  2. While you need to message to different roles, make sure they unify around an enterprise objective–don’t let efforts to appeal to personas create conflict and confusion within the team.
  3. Create content for sharing within the team.    Be conscious that not everyone will be part of your conversations, so make sure that you provide “leave behinds” that would be clear to others on the buying team who did not hear the discussion.
  4. Acknowledge the challenges to the team members you work with.   Ask them what you can do to help build consensus.
And a big thing not to do:  Don’t lock out IT.