http://sharondrewmorgen.com/2009/11/overcoming-the-stall-what-takes-buyers-so-long-to-buy/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 http://sharondrewmorgen.com/2009/11/overcoming-the-stall-what-takes-buyers-so-long-to-buy/comment-page-1/#comment-869 Jacob Stoller Tue, 01 Dec 2009 19:23:19 +0000 http://sharondrewmorgen.com/?p=1608#comment-869 As one who spent 15 years sales in the IT industry, I find your views refreshing. Under the guise of 'focusing on closing business', too many salespeople are working with the wrong compensation plans and the wrong tools. Selling software to businesses is a great example - salespeople focus on the IT department, and not the many user groups whose business processes, and consequently whose day to day existence, will change if and when the software is implemented. Most salespeople are outside the loop when these critical matters are hashed out, and wait on the sidelines until IT gets the go ahead. As one who spent 15 years sales in the IT industry, I find your views refreshing. Under the guise of 'focusing on closing business', too many salespeople are working with the wrong compensation plans and the wrong tools. Selling software to businesses is a great example – salespeople focus on the IT department, and not the many user groups whose business processes, and consequently whose day to day existence, will change if and when the software is implemented. Most salespeople are outside the loop when these critical matters are hashed out, and wait on the sidelines until IT gets the go ahead.

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