Mark Osborne explains how to identify and reach the right people in a buying committee. Research what the company says publicly about its priorities, then map specific roles to find advocates for your solution. Energy savings is often the strongest differentiator.
Now you can target individual decision makers. And if you've done the work of really understanding what that company cares about, either through researching public statements or press releases, you understanding the industry really cares about sort of this conservation angle, and then understand how you're different from your competitors, knowing that you've got this opportunity for energy savings that others can't offer. And then digging all the way into specific roles within the buying committee so that there's someone that you know cares about that energy savings that you can provide that's different from your competitor.
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