You’ve had this happen: your key contact doesn’t know all the steps involved in making a purchase decision. This can be especially true with products and services that a business does not buy often.
Now it’s a game not of selling, but of getting the right information in a request for proposal and putting together an effective business case to justify the purchase decision.
That’s the point of a new article on ZoomInsights from sales expert Jill Konrath. She offers practical suggestions to help you move along a customer’s purchase decision by being an expert on process, as well as product. Check it out.