When we SAY “buying center,” we are talking about a group of people within an organization who typically make purchase decisions together, REGARDLESS of whether they are in the same PHYSICAL LOCATION. Most CRMs allow you to track these people as a group within an “Opportunity”; however, that record is lost once the Opportunity is closed. This is why we sometimes add a custom object into CRM systems to store this information, as it is an important element in understanding how an account makes purchases.

When we say “buying center,” we are talking about a group of people within an organization who typically make purchase decisions together, regardless of whether they are in the same physical location. Most CRMs allow you to track these people as a group within an “Opportunity”; however, that record is lost once the Opportunity is closed. This is why we sometimes add a custom object into CRM systems to store this information, as it is an important element in understanding how an account makes purchases.