Guest Posts

The need for relationship mapping in complex sales

By |2018-09-28T11:44:22+00:00September 26th, 2018|Categories: Guest Posts|Tags: , , |

We all know that B2B sales are getting tougher and one of the key reasons is the continuing growth of the number of people involved in the buying process. We’ve gone from focusing on a C Suite decision maker to engaging and understanding a prospect committee. They’re now referred to as the buyer team and are part of a consensus decision-making process.