Map buying committees at target accounts

Identify and map buying committee roles at target accounts

Expanding from single-threaded deals by identifying all stakeholders at target accounts and understanding who controls budget/approval

• · company name and size
• · product/service category
• · deal size range
• · existing contact(s) at account (optional)

• · buying committee map with roles (Economic Buyer, Champion, Technical Evaluator, User Buyer, Coach, Gatekeeper)
• · contact titles and departments
• · multi-threading strategy

• · Apollo.io API (or ZoomInfo/Cognism/LinkedIn Sales Navigator)

• · target account identified
• · deal size/company size known to estimate committee complexity

Over-estimates committee size for SMB (<200 people) where one person is often all roles; ignores industry-specific buying processes

• · 6 buying committee roles with responsibilities, identification signals, and typical titles
• · committee size scaling guidance (SMB 2-3 people, mid-market 4-6, enterprise 8-12+)
• · Apollo People Search workflow with filtering instructions
• · sample org chart patterns for vertical markets
• · role-specific outreach messaging variations