Accelerated by the slowdown, as well as mounting compliance requirements, buying has undergone a revolution. Buyers have re-written the rules of how they buy. The only problem is that they have not told sellers about it. That is until now.
Did You Know There Was A Revolution?
Last year’s cold call, sales pitch and sales proposal are at odds with the new sophistication of modern buying.
Specifically, they are ill-equipped to deal with the new realities of:
1. THE BUYING PROCESS – the steps required for a purchase to be sanctioned
2. THE BUSINESS CASE - the business decision behind the purchase
3. THE BUYING TEAM - the fact that decisions are being made higher and wider
To ensure the purchase gets sanctioned sellers must address these fundamental needs. But, are you ready?