Who’s Who in the (Sales) Zoo?

Potentially revolutionary, article in The Wall Street Journal today has a direct parallel to sales success.
Apparently, The Business Roundtable, leaders of some of America’s largest companies, changed its statement of decision making purpose from being based solely on achieving the highest profits for shareholders (investors) to now taking into account “all stakeholders” – employees, customers, and society at large.
If actually adopted and put into practice, that new definition of “Stakeholder” will cause a seismic shift in how companies operate and could be a boon both to the economy and to society.
Just as redefining “Stakeholder” can change performance in the corporate world, redefining “Stakeholder” in your selling strategy can dramatically shift your bottom-line performance as well.
Who Are the Stakeholders in Your Sale?
Too many salespeople focus their time, energy, and strategy exclusively on one Stakeholder, the person who can sign the contract. Important though that person is,initial and repeat sales are more