Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin ”KD” Dorsey

This Live Better Sell Better Podcast episode features your host, Kevin "KD" Dorsey. Creating a mobilizer requires empowerment. Kevin breaks down the steps you need: discovery, seeding and priming, the upfront contract, and confirming your mobilizer is sold. He also clarifies the difference between a decision-maker and an approver and why creating a mobilizer is vital. 

HIGHLIGHT QUOTES

Discern the difference between a decision-maker and an approver - KD: "Decision-maker is different than approver. The CFO might approve but they're not the decision-maker if I'm picking Salesloft or Outreach. They're not the decision-maker if I'm picking Salesforce or HubSpot. They might approve the financial commitment but they're not the decision-maker. You need to find out the difference. In order to create a mobilizer, you have to empower them throughout the entire process."

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