Fortune 1000 Buying Process

This entry is part of 7 in the series Buying Process

Organizational buying, once ad hoc and unstructured, has become highly sophisticated and process-driven. Although salespeople have noticed some changes, they often underestimate just how sophisticated buying has now become. In this section many salespeople will come face-to-face for the very first time with the full complexity of buying — in the form of a Fortune […]

Added on November 9, 2010 John O' Gorman B2B Sales Revolution , Buying Procedures , Buying Process , Buying Steps , The Buying Process Revolution , The Buying Revolution

Examining The Actions Of The Buying Process

This entry is part of 7 in the series Buying Process

So, we have examined the key steps of the buying process. But, within each step, how much discretion remains in the hands of the manager-buyer? Is the buying process a flexible blueprint or a rigid rulebook? The Fortune 1000 buying process we have highlighted is highly prescriptive, something that is increasingly common. It clearly mandates what […]

Added on November 9, 2010 John O' Gorman B2B Sales Revolution , Buying Procedures , Buying Process , Buying Steps , The Buying Process Revolution , The Buying Revolution

A Step-By-Step Progression Through The Buying Process

This entry is part of 7 in the series Buying Process

Each progressive step brings the purchase one step closer to reality, with the commitment being made gradually over many months. Thus, the purchase decision is not simply a matter of one big YES or NO decision. Rather it is the culmination of a series of YES or NO decisions at each stage of the buying […]

Added on November 9, 2010 John O' Gorman B2B Sales Revolution , Buying Procedures , Buying Process , Buying Steps , The Buying Process Revolution , The Buying Revolution

Buying Process: The Seller In The Middle

This entry is part of 7 in the series Buying Process

So far you are probably thinking this buying process is all about the buyer as there has been no mention of the seller yet. Well, now that we have looked at the conception and the conclusion of the Six Step Buying Process, and before we start to examine all the detail that is involved, let […]

Added on November 9, 2010 John O' Gorman B2B Sales Revolution , Buying Procedures , Buying Process , Buying Steps , The Buying Process Revolution , The Buying Revolution

The STEPS Of The Buying Process

This entry is part of 7 in the series Buying Process

In our Fortune 1000 example managers must follow six key steps to gain purchasing approval. These logical and self-explanatory steps, ranging from Initial Requirements Capture to Launch and Review are shown below. The 6 Steps of the Buying Process These steps can take place over anything from three months to two years, and are likely […]

Added on November 9, 2010 John O' Gorman B2B Sales Revolution , Buying Procedures , Buying Process , Buying Steps , The Buying Process Revolution , The Buying Revolution

Buying Process – A Summary Of The Implications

Organizations are making slower and, in many cases, fewer buying decisions. But these decisions are being more carefully made, with greater consideration and planning than ever before. It seems inevitable that all this will lead to better buying decisions or at least decisions that reflect more closely organizational priorities and objectives. However, it also means […]