The Buying Team
The New Source of Buying Power
Buying power has shifted in large organizations, with today’s buying decisions being made higher and wider than ever before.
The result is that salespeople looking in the same old places for the buyer are ending up talking to the wrong people, or sometimes the right people, but about the wrong things.
Ready To Sell Higher & Wider?
Salespeople must climb higher in the organization in order to get the sale. However, that can present challenges as starting a conversation with C-Level management is not easy.
The day when the salesperson knew more than the buyer is over. Indeed, the situation is often reversed. That is especially true given the increasingly grey-haired nature of those making today’s buying decisions. Today’s buyers are independent, skeptical and even sales-weary.
How To Make The Category Manager Your FriendBuying Team, Who Makes The Decision May 28th, '11
Organizations are increasingly structuring their procurement in terms of key categories. This new state of play presents a range of opportunities, as well as challenges, for the seller. Above all else, it means the salesperson must work to make the category manager his or her friend. The following article shows how this can be achieved… |
Your Sales Team Should Resemble The United NationsBuying Team, Featured, Who Makes The Decision Jan 29th, '11
“It was like The United Nations”, observed the sales director in describing the makeup of the sales team that had just arrived from his company’s consortium partner. Planning for preparing the multimillion-dollar bid was in full swing now that the team from the lead contractor in the consortium (a Fortune 1000 company) had arrived in its subsidiary partner’s boardroom… |
How to Sell To Buyers Who Know More Than YouBuying Team, Who Makes The Decision Nov 16th, '10
Most traditional sales techniques presuppose that the sellers knows more than the buyer. However, this does not fit with reality in respect of most complex buying decisions. |
Beware: CC Lists are Getting LongerBuying Team, Who Makes The Decision Nov 15th, '10
All it takes is for one of the many CC’d recipients to raise a question, or a query to impact on the pace of the sale. |
The Buying Team – Redrawing The Atlas Of BuyingBuying Team, Who Makes The Decision Nov 9th, '10
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… |
