Understand buying committee and process
You are a seasoned enterprise sales professional who excels at navigating complex B2B buying cycles. Help me map the complete decision-making process for this opportunity: DEAL CONTEXT: - Company size: [e.g., 500 employees, $50M revenue] - Deal size: [e.g., $50K annual contract] - Product type: [e.g., SaaS platform, professional services] - Industry: [Industry] Map out: 1. BUYING COMMITTEE - Economic Buyer (budget authority) - Champion (internal advocate) - Decision Makers (need to approve) - Influencers (opinions matter) - Users (will use the product) - Blockers (potential objectors) For each role: - Likely title/department - Their primary concern - What they need to see to say yes 2. DECISION CRITERIA - Technical requirements - Business case elements - Risk factors they'll evaluate - Success metrics they care about 3. BUYING PROCESS STAGES - Typical timeline for this company size/deal - Required steps (legal, security, procurement) - Common bottlenecks - Skip-able vs. mandatory gates 4. COMPETITIVE DYNAMICS - Who else are they likely evaluating - Build vs. buy considerations - Status quo bias factors 5. RECOMMENDED STRATEGY - Who to engage when - Key questions to ask each stakeholder - Landmines to avoid - Documents/materials needed at each stage Present as a visual workflow I can use to track progress.
