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 ...
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