Buying Committee
Definition
Buying Committee: A buying committee is the group of stakeholders involved in evaluating and approving a purchase decision. In B2B sales, deals rarely involve just one person; average committees include 6-10 people with different roles, priorities, and influence. Successful selling requires understanding and addressing each committee member's concerns.
Example Usage
“We mapped the 8-person buying committee: IT (security), Finance (budget), Users (functionality), and Legal (compliance).”
Common Misconceptions
Related Terms
Champion
A champion is an internal advocate within the prospect organization who actively supports and promotes your solution. Champions have personal motivati...
Economic Buyer
The economic buyer is the person who controls or authorizes the budget for a purchase. They may not be the end user or even the primary evaluator, but...
Decision Maker
A decision maker is someone with authority to approve and finalize a purchase decision. In small companies, this might be the CEO; in large enterprise...
Enterprise Sales
Enterprise sales involves selling to large organizations with deal sizes typically exceeding $100K annually. These sales feature long cycles, multiple...
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