I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group.
Typically, the sales team focused their engagement strategy through one person–usually a friend or sponsor. Sometimes, there were a small number of other people involved. In the reviews, the sales people confidently said, “We’ve identified all the people in the decision-making process.”
