Topic: `buying-committee`

7 entries tagged buying-committee.

Rules (2)

rule Rule: match the pitch posture to the firm's revenue band (4 bands: <$2M / $2M–$5M / $5M–$15M / >$15M)
rule Rule: recognize the GC owner's spouse / office manager as a primary buyer, not a gatekeeper

Reference entries (5)

reference APB SORCI 2024 — 48.7% of builders rely on referrals for >50% of sales; 41.1% need 1–50 paid leads to close one contract
reference Forrester State of Business Buying 2024 — avg B2B purchase involves 13 stakeholders; 89% of decisions cross multiple departments; Amy Hayes named lead
reference Office manager / controller / GM presence in a GC firm strongly predicts marketing engagement; threshold ~$2M revenue
reference GC owner's spouse is a primary buyer in majority of $1M–$10M residential firms, not a gatekeeper — often the first-mover on marketing adoption
reference Marketing-engaged vs marketing-averse GC profile — five-axis comparison (generation, education, scale, spouse role, positioning)