Nowadays, selling is becoming more and more complex.
“So far there’s nothing new about that”, that’s what you’re probably thinking.
What used to be done with two or three phone calls and one meeting takes now months and months until a final decision is reached.
It’s normal to say: “the process is stuck”, “there’s no way they’ll decide about this”, and so on.
One of the main mistakes we find when working with the teams in Training and Business Coaching processes, where we have the opportunity to deeply analyse their process and business method, has to do with the lack of strategy.
It is commonplace that we continue to look at a complex sale in the same way as we look at a simple sale.
A complex sale … [ Read the rest » ] “Anatomy of a complex sale?”