How do I find the right decision maker in the sales process?

1.A job title that is relevant to the area that your offering addresses.
2.A position on the org chart that is relevant to the area your offering addresses.
3.A history of being a successful leader within the organization, implementing similar projects.
4.A reputation among other executives in the firm as a genuine contributor to the firm.
5.A reputation for being closely bound to others in the organization “by mutual advantage.”
6.Sufficient influence to control company events and activities and to alter the firm’s status quo.

The individual who has all those characteristics is the REAL decision-maker for your offering. This is the person whom you must contact, cultivate and work with to make sure that your offering actually gets purchased.