Embed Size (px)
Citation preview
BUSINESS
INITIATIVE PROJECT
GENERATION
NEGOCIATION
DECISION MAKING
BUSINESS
PRIORITIES
IMPLEMENTATION
BUSINESS
IMPACT
Dir
ect
ors
Exe
cuti
ves
57 % of the buying process is complete before the buyer engages with vendors … (CEB)
EXPLORATION
Old School
New School
Sale
s Pro
cess
www.executive-selling.com
PROPOSAL
NEGOCIATION
DETECTION
CLOSING
Buyin
g
Pro
cess
Question
Who the hell has this rocket user’s guide
?Answer
www.executive-selling.com(French only so far, sorry)
