While it’s important for sellers to focus on the customer

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So recent experience in similar areas may not be as informative as we might think. buying process, how they are going to buy, and how we facilitate it, it doesn’t follow that the customer knows how to buy. Buyer, Know Thyself As a result, the greatest value we can create is to teach them how they might buy: What are they trying to accomplish and why is it important to them? When do they have to have a solution in place?


What are the consequences of not having Vietnam Email List something in place by that time? Who should be involved in this process and why should they be involved? What are the roles of each person in the buying team, how should they be working together? What questions should be be asking ourselves? What questions should be be asking people in the organization? What questions should we be asking vendors? Who has done this before and what can we learn from them?





What are the critical activities we should be conducting in our process? What are the change management issues? What are the risks, how are those managed? (Risks are both organizational and personal.) How do they get buy-in from the rest of the organization? and on and on….. It’s complex—that’s why it’s called complex BB buying. Our customers have little experience in this, and, as much as they may want to, struggle with defining their process.