Buying decisions aren’t made in vacuums. They are made by buying communities. says Colleen Francis. And we ALL are in the relationship-building business. While Francis focuses on sales, this guidance is important for any decision process that affects multiple stakeholders.
Source: Engage Selling, October 29, 2021. Link.
Stakeholders come in many forms and not all of them will reveal themselves easily. And that’s why you must build those bridges…and connect them all the way up.”
INSIGHTS: Most decision makers rarely want to meet one on one. There’s safety in numbers, so give them what they need.