Buying groups are getting bigger. It's becoming more elusive to close your sale.
Luckily, you can find some assistance—if you know where to look. Enter the champion, the change agent, the power sponsor. CEB calls them a Mobilizer. Whatever you call them, these key players are known for their tendency to get into the thick of things in their companies. They make their voices heard and ask questions that motivate others to change the status quo to solve problems. These mobilizers have become your tip of the spear in convincing their buying group to say ‘yes’ and close your sale.
Yes, mobilizers are your new best friends, but what do they look like? Mobilizers have strengths that make them adept at advocating for change. But they also have weaknesses that can scuttle the whole sales processes.
Mobilizers need your help to be the consensus-building dynamos you need them to be. This starts with recognizing which type of mobilizer you’re dealing with and what each type needs to build consensus about how they can solve. According to CEB, there are three most common types: the Go-Getter, the Teacher, and the Skeptic. Each has their own strengths and weaknesses and are crucial in developing a relationship with the buying group. Check out the CEB deck or their book, "The Challenger Customer" to learn more.