I do not recall the number of the times that I personally, or the sales teams I was on, spent time with the wrong people. We often found out too late—when the door had closed from a relationship standpoint and some purchasing team would make the decision. One of the biggest mistakes we all make is not getting to the decision makers. How do you identify the true decision-makers and approvers and understand the ultimate value drivers that will motivate those decision-makers and approvers?
Building Successful Selling Organizations
Critical Path Strategies helps sales leaders develop successful selling organizations. Our portfolio of services addresses the strategic, organizational, and relationship issues that impact selling performance. We deliver sales consulting aligned to strategic business initiatives and customized sales training that improves sales productivity, performance, and profitability, and provides significantly better results for your customers.
Our clients—emerging companies and members of the Fortune 500 alike—typically measure 100 to 500 times their Critical Path Strategies investment in revenue growth.
Article: Taking the Fear Out of Buying
Whether you call it decide-o-phobia or commitment-phobia, the fact is that asking your customer to change a behavior and do something else is uncomfortable. Changing to a new product, service, or solution—especially when your customer is comfortable with the current one—creates tension that prevents your customer from committing to change. How can you remove this barrier and overcome your customer’s fear of buying?
Strategic Account Management Workshops
Spend two days with CPS and learn to use a proven, structured planning process to develop concise account, opportunity and relationship strategies for your customers. Leave with a targeted action plan that drives accountability and produces the highest value recognition and greatest results for both you and your customer. Sessions are available for registration on the dates below.