Major Sales: Who Really Does the Buying?

Some key questions and notes from this article -

Who makes up the buying group?

How will the parties interact?

Who will dominate and who submit?

What priorities do the individuals have?

Who’s in the Buying Center?

"The key to improved selling effectiveness is in observation and investigation to understand prospects’ corporate power culture."

"Sales-call planning is not only a matter of minimizing miles traveled or courtesy calls on unimportant prospects but of determining what intelligence is needed about key buyers and what questions or requests are likely to produce that information."

Make sure you take the time to give this a thorough read. The reminders given here are very important.

in reference to: http://hbr.org/2006/07/major-sales/ar/pr (view on Google Sidewiki)