• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

How They Make Decisions – Not How They Buy

Tibor Shanto - 12 November 2019

By Tibor Shanto
I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people?  OK, it’s a bitch, but it has been a bitch for a few years now, time to move on. It’s time to deal with it; it’s time to learn from buyers, why are there more players? Can salespeople make this work for them? The answer is yes. Start by accepting that the good old days are gone, and we need to update our execution, just like your phones. Buyers are bringing focus and proficiency, as you should. Start by breaking things down, again like buyers. Focus your view and actions, look at how they make decisions, not only how they buy, the two are different. This will allow you to strategize, engage, and execute much more effectively.
I was talking to a

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative