{"type":"video","version":"1.0","html":"<iframe src=\"https://www.loom.com/embed/556cbe3a7f224138b2cdcded56f174cd\" frameborder=\"0\" width=\"1920\" height=\"1440\" webkitallowfullscreen mozallowfullscreen allowfullscreen></iframe>","height":1440,"width":1920,"provider_name":"Loom","provider_url":"https://www.loom.com","thumbnail_height":1440,"thumbnail_width":1920,"thumbnail_url":"https://cdn.loom.com/sessions/thumbnails/556cbe3a7f224138b2cdcded56f174cd-ad5a7f8448615039.gif","duration":391.3219,"title":"Identifying Purchase Decision Influencers in Your Organization 🕵️‍♂️","description":"In this video, I emphasize the importance of identifying purchase decision-making influencers within the organizations we sell to, particularly in the context of clinical research services. I recommend starting by uploading a relevant page to gather insights and creating hypotheses about the stakeholders involved in the decision-making process. We need to pinpoint who the champion for getting the project done is, as well as understand their concerns and what keeps them up at night. I encourage you to validate these hypotheses by consulting with internal teams and gathering real-life data. Ultimately, our goal is to address potential frictions and craft content or tools that resonate with decision-makers, particularly focusing on their perspectives."}