Jason Compton

Recent Posts

IT Sales has a Targeting Problem. Here's How to Fix It.

Posted by Jason Compton on April 18, 2018

 

With more than 15 people, on average, involved in enterprise IT purchases, Iarge and complex B2B buying centers can feel like minefields to salespeople today. Decisions get made by committee. There are an ever-increasing number of people in the room, representing 3.4 different functions on average—and each of them have their own priorities. Is it any wonder, in this context, that "save money"and "avoid risk" would become watchwords?

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Tags: Sales Intelligence, Emissaries Speak, Information Technology