It used to be so straightforward.
24 months ago, times were simpler, decision makers made decisions on their own – budgets were plentiful and everything had a steady flow – then kaboom everything changed!
Decisions started being made by committees – no-one wanted to make a decision on their own
Every Dollar, Pound or Euro of budget needed to be signed off by senior executives, but only after huge scrutiny.
People you had never heard of started popping up and blocking the process.
Does this sound familiar as it relates to you as a buyer and also as to how your organization is trying to keep up with the ever shifting marketing and business development lifecycle?
It’s no secret that things have changed – the challenge is how organizations are responding to it. One of things that’s often missed by marketing and business development teams is that the number of people that they now need to influence has dramatically increased.
Its not that the decision makers you normally target have changed, it’s the people who you never saw before who are having a significant effect on the whole buying process. These are the people who have the power to “Veto”, but not necessarily the power to say “Yes” – generally known as the Technical Buyer.
As a result, the various members of these newly formed committees need to be influenced – they need to be courted as much as the normal suspects – and thus alleviate the risk of rejection from these additional technical buyers in each committee.
The key to overcoming these challenges is making sure that you are broadening your horizons and getting to all of the people that will be involved in the decision making and purchasing process – long before you are into the sales cycle.
The questions to ask yourself are:
To find out more about ELEVATEs approach to improving your data accuracy, and increasing revenue, visit www.thinkelevate.com/data_transformation.asp
-Nick