Helping Sells Radio

Should you target the decision-maker or the champion? I bet most of you would say, “Target the decision-maker. They sign the check, after all.” Not so fast, advises Garrett Mehrguth, CEO and co-founder of Directive, a performance marketing company for SaaS brands.  Think about how a decision-maker (the boss) makes decisions. They say the manager (the champion) who reports to them, “Let’s look into some options for this product. Go do some research, pick your favorite two or three, and I’ll help make a decision on those.” The decision-make is not doing the research. The champion is. If you are going to help this team, you need content that the champion can find. Once you are found and make the cut, you need a sales process that is targeted at the decision-maker. Then, after the sales is made, you need customer success targeted at the champion again because that is who you will be working with. Garrett says it perfectly:"We make our point of