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Contact Roles

Each contact associated with a deal can have a role that describes their position in the buying process. Roles help your sales team understand who's involved and how to engage them.

Contact roles

Available Roles

Role Description
Decision Maker Has the final authority on the purchase decision
Influencer Influences the decision-making process
Champion An internal advocate who supports your product
Blocker Someone who opposes the deal
End User Will be the primary user of the product

Assigning Roles

When you add a contact to a deal, you can assign their role:

You
Add Sarah Chen as Decision Maker on the Acme Enterprise deal
Outsprint AI
Sarah Chen has been added to "Acme Corp Enterprise" as Decision Maker.

You can also update roles:

You
Change Mike Park's role on the Acme deal to Champion
Outsprint AI
Updated Mike Park's role to Champion on "Acme Corp Enterprise".

Viewing Roles

Roles are displayed as badges next to contact names on the deal card and in the deal's Contacts tab. This gives you a quick view of the buying committee.

Why Roles Matter

Understanding the buying committee helps you:

  • Target the decision maker for key conversations
  • Leverage champions to build internal momentum
  • Address blockers proactively before they derail the deal
  • Engage end users to build product enthusiasm

Pro Tip

Ask the AI for role-based insights: "Which of my deals don't have a decision maker identified?" This helps you find gaps in your deal qualification.

What's Next