Tag Archives: sales decision-making

6 key questions for understanding a sales decision network

In any significant B2B purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker. Salespeople must know who is playing which role, the relationship between the players, and what they think about you and your competition. This blog introduces 6 key questions salespeople should be able to answer. Continue reading

Posted in Sales Best Practices, Sales Strategy, Sales Training | Tagged , , , , | 4 Comments