Last week, I shared the first part in our series on trendspotting thus far in 2013. This week, Janet, Trish (yours truly), and Patrice share our perspectives on:
~60 days in, what's everyone seeing that is changing in 2013?
The 3, 5, 7-or-more Legged Buying Team
Whether nostalgia or fact, selling used to be a lot simpler. Continuing the trend from 2012, buyers' decision making processes are more and more complicated.
Today, there is nearly never a single decision maker. Not only do we have to convince the budget owner (we’ll save you money, time, hassle, etc.), but we must also prove our benefit the end user (day-in the-life use cases), IT (this will fit within your environment, straightforward implementation, etc.), and finance (not only does this have a positive ROI, but it is more important than competing projects).
The key to generating widespread support within an organization is being able to have effective selling conversations with a broader audience. For Sales Leaders, this means your reps now need to have the tools, training and process in place to build & muster widespread support.