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DORIS People Classifications

It is important to classify the types of people you are meeting and prioritize where to spend your valuable time. There are three types of people in the DORIS sales network. They are described below along with suggested amounts of time to spend with each. 

Contact Classification for DORIS Sales

End Users (75% of focus)

Target Profile

  • Executives with decision-making power

  • Ability to approve DORIS projects

  • Typically in organizations seeking solutions to human ecology related issues

Characteristics

  • Often the most challenging to reach

  • High-value prospects with direct buying potential

  • May require multiple touchpoints to secure meetings

Engagement Strategy

  • Prioritize outreach and follow-ups to these people above all other outreach. For example, move other meetings to meet with these people.

  • Tailor conversations to address specific organizational challenges you know they might be facing.

  • Leverage insights from Connectors and Strategic Partners to refine approach.

 

Strategic Partners (15% of focus)

Target Profile

  • Organizations selling complementary products/services such as architects, real estate brokers, business coaches, etc.

  • Potential for collaborative projects

  • Non-competitive but operating in similar spaces

Characteristics

  • Easier to establish initial contact

  • Can provide valuable market insights

  • Potential source of end-user referrals

Engagement Strategy

  • Cultivate mutually beneficial relationships

  • Explore co-selling opportunities

  • Regular check-ins to discuss market trends and potential collaborations

Connectors (10% of focus)

Target Profile

  • Industry influencers or well-networked professionals

  • May not be direct buyers but are DORIS advocates

  • May be found in consulting or advisory roles

Characteristics

  • Typically are more accessible for meetings

  • Valuable for expanding network reach

  • Can provide introductions to both Strategic Partners and End Users

Engagement Strategy

  • Build and maintain strong relationships

  • Provide value through industry insights or exclusive information

  • Regularly update on DORIS developments to keep them informed

  • Know how to tell them exactly who you want to be connected with.

Prioritization Guidelines

  1. Time Allocation

  • Aim for 75% of networking efforts focused on End Users

  • Dedicate 15% to Strategic Partners

  • Allocate 10% to Connectors

  • Meeting Balance

    • Be cautious of over-committing to easily scheduled Connector or Strategic Partner meetings

    • Actively pursue End User meetings, even if more challenging to secure

  • Value Assessment

    • Regularly evaluate the potential return on time invested for each contact

    • Adjust classification and prioritization based on evolving relationships and market dynamics

  • Network Leverage

    • Use Connector and Strategic Partner relationships to gain introductions to End Users

    • Cultivate a diverse network to increase chances of reaching key decision-makers

  • Quality Over Quantity

    • Focus on developing meaningful relationships with high-potential contacts

    • Avoid spreading efforts too thin across numerous low-value connections

    • Set meaningful quantitative goals for each week and strive to meet them

    By adhering to this classification system and prioritization strategy, DORIS salespeople can optimize their networking efforts, focusing on the most promising prospects while maintaining a balanced and effective sales pipeline.‘

     

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