While startups are constantly creating and tweaking their systems and processes within their own organization, most larger organizations are entrenched with them. Whether you operate within a large company or you are selling to them, learning about the people who influence/make decisions and understanding how to address the constraints the systems and processes of their organization place on them is crucial to a successful selling process.
In simplistic terms, there are two buckets you need to become more familiar with, people and systems.
- People address: hierarchy, influence, decision making, early adopters, and subject matter experts.
- Systems address: hardware, software, procedures, and necessary steps to get sign-off for sales.
Together, these buckets help you identify the who and how to move your agenda forward. Perhaps even more importantly, if you understand an organization’s people and systems and you can develop a sales map that will identify potential roadblocks and lead you to replicable workarounds resulting in a more efficient sales process.
Plus, you can incorporate common findings from the sales mapping process into your product and service offerings to better serve your customer’s needs. Now that’s a win if I’ve ever heard one. I’d recommend you learn the people and systems in your product and sales process landscape to improve your hit rate and reduce your sales cycle time line.
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