Janek Resources: SPM November 2018

Building Consensus in an Increasingly Group Buying Decision World

In sales’ past, locating the right person to discuss a purchasing decision was comparatively simple. But these days, the hierarchal, authoritative model has been increasingly replaced by group decisions and collaborations that get input from a variety of stakeholders. In general, that’s a good thing, because it makes people feel heard. On the flip side, it also makes things much more difficult for sales representatives to work through the sales process and close deals. So what can sales professionals do to help build consensus in this collective choice world?

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