--- title: Where the Real Power Resides | The Sales Blog description: Where does the real power reside in your dream client? Does the power reside with the C-suite? Does the real authority reside with the business unit owner? The answer is yes . . . sometimes. But sometimes the real power, the real influence lies with a decision-influencer who has absolutely no real authority. A Better […] image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! 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Does the power reside with the C-suite? Does the real authority reside with the business unit owner? The answer is yes . . . sometimes. But sometimes the real power, the real influence lies with a decision-influencer who has absolutely no real authority. #### A Better Relationship Than You Have Your decision-influencer has probably worked for the “decision-maker” for years. During those years, the decision-influencer has developed a deep relationship with the decision-maker. They have learned how the decision-maker thinks. They have learned what the decision-maker values. And during this time, they have learned how to work with and for the decision-maker. They have developed the trust that has allowed them to develop a better relationship with “the” authority than you presently have. #### More Influence Than You Can Quickly or Easily Develop Because they have developed this relationship, because they have been trusted with important tasks, and because they have built a track record of success in working with and for the decision-maker, they have developed a level of [influence](http://thesalesblog.com/2010/02/influence-the-ability-to-persuade-others/). They have, over the course of time, developed more influence than you can quickly or easily develop. They have shown that they are always looking our for the decision-makers interest, looking around the corners that he may not be able to see around. They have controlled access to him, preventing him from being bogged down in things that aren’t worth his time. And, they have ensured that what is really important makes it to his desk and gets his full attention. By working with and for the decision-maker, they have learned how to sell them. Chances are the decision-influencer knows how to sell their decision-maker better than you do. #### The Ability To Get What They Want When your decision-influencer has an interest in what you sell, their better relationship and greater ability to influence the decision-maker gives your decision-influencer the ability to get what they want. Long after you are gone, your decision-influencer is [at work selling](http://thesalesblog.com/2010/04/people-are-talking-about-you-behind-your-back-five-ways-to-make-sure-they-say-something-nice/) “their” solution. They are often the first voice your decision-maker hears in the morning, and the last voice they hear before they leave at the end of their day. They are keeping dissenting views from reaching the decision-makers ears, filtering opinions in a way that prevents them from influencing the decision-maker. The decision-influencer works the [internal politics.](http://thesalesblog.com/2010/02/change-management-the-ability-to-help-others-improve/) #### Conclusion Sometimes it is right to approach the [C-suite](http://thesalesblog.com/2010/01/c-level-executives-want-to-hear-from-you-maybe/). And sometimes it is more important to [just get in](http://thesalesblog.com/2010/01/just-get-in/). Truth be told, until you get in, you never really know where the real power and authority resides. #### Questions 1. 1. How do you tell who has the real authority and decision-making power? 1. 1. Who has the most influence over “the” decision-maker? 1. 1. Is the person with the organizational chart and job description authority always the person you need to influence to win a deal? 1. Which relationships could you develop that would allow you to have a group of advocates (with greater influence than you have) to work behind the scenes and on your behalf? For more on increasing your sales effectiveness, subscribe to [the RSS Feed](https://www.thesalesblog.com/feed/) for The Sales Blog and my [Email Newsletter](http://thesalesblog.us1.list-manage.com/subscribe?u=76cf0c62588f9f49b6d04a3d9&id=ecb6981006). Follow me on [Twitter](http://twitter.com/iannarino), connect to me on LinkedIn, or friend me on [Facebook](http://www.facebook.com/iannarino). If I can help you or your sales organization, check out my coaching and consulting firm, [B2B Sales Coach & Consultancy](http://www.b2bsalescoach.com/), [email me](mailto:anthony@gmail.com), or call me at (614) 212-4279. Read my interview with Tom Peters ([Part One](http://thesalesblog.com/2010/03/the-sales-blog-interview-tom-peters-on-the-little-big-things-part-one/) and [Part Two](http://thesalesblog.com/2010/03/the-sales-blog-interview-tom-peters-on-the-little-big-things-part-two/)). Read my [Blogs.com](http://www.blogs.com) featured guest post on the [Top Ten Sales blogs](http://www.blogs.com/topten/top-10-sales-blogs/). Read my monthly post on [Sales Bloggers Union](http://www.salesbloggers.com/author/iannarino/). Get [The Sales Blog iPhone App](http://itunes.apple.com/us/app/the-sales-blog/id349930905?mt=8) to read The Sales Blog and [Twitter Feed](http://www.twitter.com/iannarino) on your iPhone. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2010](https://www.thesalesblog.com/blog/tag/2010) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 9, 2010 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:02:46 PM", "datePublished" : "2010-06-09 23:57:42", "description" : "Where does the real power reside in your dream client? Does the power reside with the C-suite? Does the real authority reside with the business unit owner? The answer is yes . . . sometimes. 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