The Complex Buying Team

If your sale involves more than one decision-maker, you're selling to the "Complex Buying Team." To win, you've got to identify all the decision-makers, determine their position on the team (Gatekeeper, Integrator, Virtual Authority, User, Power Broker = GIVUP), and identify where each decision-maker is on his/her buy-learning wheel.

Then, simply apply the applicable sales role to advance the buying process and win the business!

"I've seen first hand in our sales force how Kevin Davis' approach enables salespeople to win the big sale."
John Derham
Senior Vice President of Sales, BellSouth Business Systems