Engage with Unknown Questions

Asking potential buyers questions they may not know the answers to can lead to more productive discussions and insights. Many sales processes start at a lower level of management, which often results in a lack of decision-making authority. While marketing managers prioritize gathering specific information, their inability to provide final approval means that sales strategies must extend beyond this level to higher executives, such as VPs or CMOs, who have the budgetary authority. Understanding the limitations of initial buyer engagement can inform a more strategic approach to selling, pushing for higher level discussions from the start.