Two fundamental changes are transforming the way important corporate buying decisions are made. The first change everybody is aware of, that is the global economic slowdown and the slow process of recovering from recession. The second change, although equally important, is much less obvious. It concerns the increasingly sophisticated nature of corporate buying decisions. The [...]
Seller’s cold calls, sales pitches and sales proposals are increasingly missing the mark. However, these are just symptoms of a more fundamental problem. That is: the way organizations are sold to is increasingly at odds with how they buy. How has this mismatch occurred? Well, it is because most sellers don’t realize that a revolution [...]
In what amounts to a revolution, the buying decisions are being transformed in 9 different ways: 1. Budgets are Being Slashed Budgets have been slashed, with major projects and purchases scaled back, scrapped, or stalled. 2. Managers Are Being Straight-jacketed Manager autonomy and discretion with respect to purchase decisions and supplier selection has been greatly [...]
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