This is the eighth blog in in our Sales & Business Development blog series. In case you missed the other blogs, you can view them here.
Client Business Plans are one of the most critical sales business tools. A big problem with these plans is they often neglect to identify the most important information about the client – the qualitative data! What do I mean?
The Total Client Buying Center (TCBC)
I’ve seen countless business plans that identify the names of people within the buying center. But, remember, a name is only a name without an operating context associated with the name. I will often hear salespeople say, “I have the company organization chart.” So what! A name on an organization chart is often meaningless. It is simply a ‘what’ data point. There is so much more to this name that a great salesperson must know to truly understand the buying landscape: