Selling To Diverse Stakeholders
Some organizations are a dream to sell to, while others are a nightmare. The individuals involved may be nice to deal with, organized and professional. However when it comes to working as a group the people making the decision are pulling in different directions. It is the difference between golf and basketball!
The problem is golf is not a team sport, but buying (like basketball) within large organizations is. However when the individuals involved don’t work well as a team the result is frustration for the seller.
The strategies salespeople can employ to overcome the challenges in selling to dysfunctional buying teams are addressed in an insight published by The ASG Group. You can find it the article on Buyer-Seller Insights, as well as syndicated across the web.