How complex is your complex sale? An analogy with Judo belts
KAM With Passion
MARCH 28, 2022
Green belt situation example: Acquisition of a CRM system . Most B2B sales professional qualify a sale as complex when a buying committee is involved in the purchase decision. The notion of Buying Centre or Decision-Making Unit (DMU) was developed in the late 60s to help analyse such a buying committee.
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