Sales success depends on building relationships with decision-makers, but most organizations have complex governance structures with multiple boards and directors. Without a clear way to identify who holds influence, salespeople often feel like they're throwing darts in the dark.
All of your sales cycle and all of your business development efforts is going to be pushed into relationship building with those individuals. The problem is there is no Yellow Pages to tell you who can behave that way, so you're really just essentially throwing darts in the dark. Other entities have multiple boards. So let's say that you're looking to to go to that same company or you're looking to go to some organization, and they've got a board of directors, but they've got an individualized director, and they have a Another party that's connected to what they're doing and they have to sign off on.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
