The Buying Team – Redrawing The Atlas Of Buying
Once upon a time a question like “who makes the buying decision?” was easy to answer; one or two names were typically sufficient to describe where the power lay. But this is no longer the case, and nowadays sellers almost need a map of organizational buying to reflect all those who make and shape the buying decision…
Buying Is Now A Team Sport
The modern buyer is a team, not an individual. Indeed, as the example shown earlier suggests, the roll call of all those involved in the buying decision is a veritable ‘who’s who’ of the organization. The excerpt below highlights the number of levels involved in the buying decision, the seniority of the decision makers as […]
Selling To The New Buyers
When it comes to major buying decisions, managers are pulling rank. Senior managers are not just rubber-stamping buying decisions. They are taking an active role to ensure all major purchases underpin organizational goals, priorities and strategies. When Buyers Pull Rank All this means the job titles of those involved in making today’s major buying decisions […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
