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The New Paradigm of Relationships

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One of the biggest challenges in the past for your sales professionals was to get past the gatekeeper to make contact with the decision-maker. Once you reached the decision-maker, you worked to develop a relationship with him and her, made your pitch for your product or service, and hoped that this single person would find it valuable enough to invest in it.

Research indicates that there are an average of 6.8 people who take part in B2B purchase decisions today. That complicates your sales strategy. On the plus side, you get the rest of the team on your side, and you're more likely to get the go-ahead from the ultimate decision-maker. On the minus side, that's a lot of people to win over.

What are some strategies that you can use today to be successful in this new paradigm?

1) Really examine the companies that you want to do business with, specifically, the people in the company.

2) Identify all of the customer contacts who will influence the decision to purchase your …