Tag Archives for " Organizational Behavior "

Systems Thinking for Enterprise Selling

By Scott Sambucci | May 16, 2013

Think of your target companies as complex systems… … not just a group of individuals choosing to buy your product or not. Various players (your contacts) in the purchasing decision are non-constant, that is, they are individually fluctuating in their states. These fluctuations result in variance in their decisions and criteria throughout the sales process.Yes, […]