Comments on: THE DEATH OF THE DECISION MAKER http://www.leadershipinstituteofindianapolis.com/the-death-of-the-decision-maker/ Leadership Training │ Executive Coaching │ Assessment │Development │ Indianapolis Tue, 24 Aug 2010 23:19:20 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Rick Newcombe http://www.leadershipinstituteofindianapolis.com/the-death-of-the-decision-maker/comment-page-1/#comment-65 Rick Newcombe Thu, 20 Jul 2006 07:12:29 +0000 http://caskeyone.msclienthost2.com/blog/?p=52#comment-65 We're in the mobility software space (<a href="http://www.notifylink.com)." rel="nofollow">http://www.notifylink.com).</a> I'm told flat out by even high level executives that they are being overwhelmed by the volume of sales solicitations. The first rule should be to TRY and talk to as many people as possible. I don't know about some of your other readers, but I'm only seeing a 1% to 3% response rate to phone or email contact. I really like your idea of telling everyone up front that I will be speaking with others in their organization. This could result in more replies to communication requests, so no one feels left out of the loop. RESPONSE: (Caskey) Good point about 'overwhelmed' execs. Think about this--they are probably overwhelmed with lousy sales people with poor communication skills and unclear messages. So on one hand, you are competing with them for attention--but on the other hand--if you're always working on your skills, you'll get the right audience. Best of luck. We’re in the mobility software space (http://www.notifylink.com). I’m told flat out by even high level executives that they are being overwhelmed by the volume of sales solicitations. The first rule should be to TRY and talk to as many people as possible. I don’t know about some of your other readers, but I’m only seeing a 1% to 3% response rate to phone or email contact.

I really like your idea of telling everyone up front that I will be speaking with others in their organization. This could result in more replies to communication requests, so no one feels left out of the loop.

RESPONSE: (Caskey)
Good point about ‘overwhelmed’ execs. Think about this–they are probably overwhelmed with lousy sales people with poor communication skills and unclear messages. So on one hand, you are competing with them for attention–but on the other hand–if you’re always working on your skills, you’ll get the right audience.

Best of luck.

]]> By: Curt Wehrley http://www.leadershipinstituteofindianapolis.com/the-death-of-the-decision-maker/comment-page-1/#comment-64 Curt Wehrley Tue, 18 Jul 2006 03:31:49 +0000 http://caskeyone.msclienthost2.com/blog/?p=52#comment-64 I agree. But why do you think that's so? Is it because more products & services are becoming increasingly complex to the point that they affect more people in the organization? Is it an evolution in the way ALL decisions are now made in an organization? CURT, In many industries the sales process is becoming more complex-- mainly because implementation can be complex (and the biggest pain). Therefore, companies are delegating more authority to the field/tactical level. That makes the selling process harder--more strategic. Seldom can the seller call on one person. He calls on more--and must understand the problems that each constituent has--not an easy thing for most sellers who were trained on "convince and persuade" as a strategy. That's why that model is washed up. I agree. But why do you think that’s so? Is it because more products & services are becoming increasingly complex to the point that they affect more people in the organization? Is it an evolution in the way ALL decisions are now made in an organization?

CURT,

In many industries the sales process is becoming more complex–
mainly because implementation can be complex (and the biggest
pain). Therefore, companies are delegating more authority to
the field/tactical level.

That makes the selling process harder–more strategic. Seldom
can the seller call on one person. He calls on more–and must
understand the problems that each constituent has–not an
easy thing for most sellers who were trained on “convince and
persuade” as a strategy.

That’s why that model is washed up.

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