Article
B2B Hierarchy Mapping For Identifying Buying Groups
You know your B2B solution is perfect for a company, but you’re struggling to get your foot in the door. You’ve spoken to some people at the account who sound interested, but they can’t make the deal happen. How do we find the right people – the people who make up their buying team? Obviously, their job title and persona is a strong indicator, but each company is organized differently and there’s a lot of nuance between their job titles versus their actual roles that varies from company to company. Each company has its own organizational structure, and understanding that structure is a critical piece of information when it comes to successfully identifying the people at those companies who actually have the power and influence necessary to buy your product.
B2B hierarchy mapping is a powerful tool for sales and marketing teams to identify and engage buying groups, or clusters of decision-makers within a target organization. Let’s look at some areas where B2B hierarchy mapping helps you identify and target buying groups.
Identifying Buying Groups and Roles
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