Will the real KDMs please stand up?

Once you’ve started asking about decision power, don’t stop at the individual—start connecting the dots.

Buying decisions aren’t made in isolation. They’re negotiated inside the room you’re not in.

One buyer’s 30% might outweigh another’s 50% depending on dynamics and elements you don’t have visibility into. And sometimes the quietest person carries the heaviest vote.

Your job includes not only identifying how much power each person has, but also understanding how those powers combine.

Go one deeper with your buyers when you’re at the top of the funnel. Ask:

1. “Who else needs to be aligned for this to move forward?”

2. “When decisions like this get made, how does the group typically come together? What are the dynamics of all the players?"

3. “What’s your take on how much decision each player holds?"

Then…compare answers from all of your conversations. When you hear differing opinions, you know where to dig further.

Keep probing for the truth. Your goal isn’t just to hear answers. It’s to spot patterns…or inconsistencies.

Take a page out of Alexander Hamilton’s playbook and try to get in the room where it happens. Or, at least get as close as you can get. (That’s where Champions come in…they can be a mole for you.)

After enjoying a brief clip of the song from the famous musical, get back to work securing a meeting with your Champions to uncover intel about who truly owns the power on your target accounts.