Stop Selling. Start Building Consensus.

As we’ve discussed here (Who is Buying? Identifying the right stakholders in your deal) and here (Knowing the 5.4 people in your deal), how companies buy high-value goods and services has changed pretty radically over the last decade. So has the pressure on sales organizations to accurately forecast and drive revenue. (Related blog posts: Who's Buying? … Continue reading Stop Selling. Start Building Consensus.