Your typical target
The decision maker who is likely to be the most reactive is the one who is in his second year of service within the company.
Those who have been in the company for less than a year are often still in the listening phase, analyzing their service and learning more about the company.
The one who has been present for more than two years has already imposed his working methods and put in place the tools that correspond to his organization.
So the one that has been in the company for 12 to 24 months remains. He has understood the needs of the company, is ending his grace period and therefore needs to prove his leadership skills and his ability to manage the organization with innovative tools.
How to organize?
Again, your best sources of information are the economic press and Linkedin. Specify in your CRM the appointment of the directors and instead of congratulating them on their appointment (like most salespeople), it is recommended to wait 12 months and start establishing a relationship with them.
