We specialized in optimizing the voltage of clients’ sites to save money and energy use. I worked for an energy efficiency company in the UK a few years ago.
Here’s a personal story to make the point. Terry the Maintenance Supervisor Mobilizer In fact in a 2018 survey of 300 sales professionals we did while part of CEB/Gartner, the average number of stakeholders in a B2B purchase hovers around 10.2. Even if you get red carpet access to the CEO early in a decision making journey, he or she will likely send you to a cross-functional team, who will each review the proposal and report back before a decision is made. In reality, there is no single decision maker left in most organizations. Finding the Decision Maker in a Larger Group Title isn’t always the best indicator for discretion when it comes to purchasing. Why? Because the CEO was embarrassed that he actually needed board approval to sign off on the deal. That CEO agreed to sign the contract before the quarter end – fantastic success! – and then what happened? He went silent. Once there, we speculate, decision authority will be unlimited, at least that’s our theory.ĭuring our research into high performing seller behavior we spoke to a Head of Sales who was thrilled his team finally presented to the CEO of the client organization. As we’ve progressed into solution selling, our goal has been to reach higher and higher – right into the C-Suite. In the sales profession, we’ve spent a long time training our people to find senior decision makers in the customer’s organization.