In ISO Mate you can link contacts to any lead, opportunity, or deal and give each one a role, so your team always knows who is involved and what part they play in the decision. You add and manage these links from the Contacts section on any sales record detail page, and every change is recorded in the activity timeline.
The five contact roles
- Decision Maker: the person with final authority to approve or reject the purchase.
- Influencer: someone who shapes the decision through recommendations or opinions.
- Technical Evaluator: the person assessing whether your product meets technical requirements.
- End User: the person who will use the product or service day to day.
- Other: any other stakeholder who does not fit the categories above.
Link a contact to a sales record
- Open a lead, opportunity, or deal detail page.
- Go to the Contacts section and click the + button.
- Search for a contact by name or email.
- Choose the role from the dropdown. It defaults to Decision Maker.
- Click Link to save.
When you create a lead, opportunity, or deal with a primary contact, that contact is linked automatically as a Decision Maker, so the main stakeholder is captured from the start.
View and remove linked contacts
The Contacts section on any sales record shows every linked contact with their name, email, company, and role, giving you a quick view of the stakeholders involved. To remove a link, click the unlink icon next to the contact. This only removes the association and does not delete the contact record itself.
Roles are logged in the timeline
When a contact is linked, the action is recorded in the sales record’s activity timeline with the role, giving you a full history of stakeholder changes throughout the process. For the complete set of tracked activity types, see Linking Records to Sales Activities.
Roles across conversions
When you convert a lead to an opportunity or an opportunity to a deal, the contact associations remain visible on the original record. Link additional contacts to the new record as the deal progresses and new stakeholders get involved. For how conversions carry data forward, see Understanding the Sales Process Flow.
Best practices
- Identify the Decision Maker early so you can tailor your approach to who signs off.
- Link Technical Evaluators before demos or proof of concept stages so your team knows who to prepare for.
- Use the Influencer role for champions inside the prospect’s organization who advocate for your product.
- Review contact roles when a deal stalls. A missing key stakeholder is a common reason deals lose momentum.
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