Picture this: in deciding whether to rebuy from your company, the customers general manager and purchasing agent are neutral, the end-users are supportive, the safety department gives their approval, but the facilities manager rejects it. Your company loses the sale. Because your team was focused on the end-users and general manager, everything looked like it was on-track for renewal, yet one influencer of the buying decision derailed your relationship and your anticipated revenue. After that happens, its difficult to get another chance. Its best to be aware of all the drivers and factors, and manage them proactively.
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