销售门户
Stakeholder Roles Reference
Understand the key roles in enterprise B2B sales and how to engage with each stakeholder effectively
所有角色
11
完整角色目录
关键角色
3
交易必备角色
技术角色
2
技术验证
风险角色
3
反对指标
Economic Buyer
EB
Has budget authority and signs the contract. Controls the money.
关键
影响力
HIGH
关键阶段
4 个阶段
Champion
CH
Internal advocate who actively sells on your behalf. Believes in your solution and helps you navigate the organization.
关键
影响力
HIGH
关键阶段
4 个阶段
Technical Buyer
TB
Evaluates technical fit, validates solution meets requirements. Has veto power on technical grounds.
影响力
HIGH
关键阶段
3 个阶段
Decision Maker
DM
Makes or heavily influences final purchase decision. May overlap with Economic Buyer but focused on strategic fit.
关键
影响力
HIGH
关键阶段
3 个阶段
Influencer
IF
Has input into decision but no veto power. Their opinion matters to decision makers.
影响力
MEDIUM
关键阶段
2 个阶段
End User
U
Will use the product day-to-day. Limited decision influence but important for adoption.
影响力
LOW
关键阶段
2 个阶段
Blocker
BL
Actively opposes the purchase. Has veto power or strong negative influence.
风险
影响力
MEDIUM
关键阶段
1 个阶段
Coach
CO
Provides insider information and guidance but may not actively sell. Helps you navigate politics.
影响力
LOW
关键阶段
1 个阶段
Enemy Champion
EC
Actively champions a competitor's solution. High influence, working against you.
风险
影响力
HIGH
关键阶段
1 个阶段
Enemy
EN
Opposes your solution but less actively than Enemy Champion. Negative influence.
风险
影响力
LOW
关键阶段
1 个阶段
Neutral
N
No strong opinion either way. Can be swayed.
影响力
LOW
关键阶段
1 个阶段