Sales success depends on understanding corporate decisionmaking processes from "summary" of Selling to Big Companies by Jill Konrath
To succeed in selling to big companies, you must understand how decisions are made within the organization. Corporate decision-making processes are complex and involve multiple stakeholders with varying levels of influence. Each stakeholder has their own priorities, concerns, and objectives that they must address in the decision-making process. It is essential to identify all key decision-makers and influencers within the organization. These individuals may include executives, managers, department heads, and even end users. Understanding the roles and responsibilities of each stakeholder is crucial in developing a targeted sales approach that addresses their specific needs and concerns. In addition to identifying key stakeholders, it is important to understand the decision-making criteria used by the organization. This criteria may include factors such as cost, quality, reliability, and service. By aligning your sales pitch with the organization's decision-making criteria, you can demonstrate how your product or service meets their specific needs and provides value to the organization. Furthermore, understanding the decision-making process timeline is essential in managing expectations and planning your sales approach accordingly. Some organizations may have long and complex decision-making processes, while others may make decisions quickly. By understanding the timeline, you can anticipate potential roadblocks and objections and develop strategies to overcome them.- Success in selling to big companies depends on your ability to navigate the complex corporate decision-making processes. By identifying key stakeholders, understanding decision-making criteria, and managing the decision-making process timeline, you can develop a targeted sales approach that resonates with the organization and ultimately leads to success.
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