Avoiding the “Treacle Effect”

Avoiding the “Treacle Effect” - http://www.lighthousebc.co.uk Avatar Posted by ianbrodie under Sales
From http://www.lighthousebc.co.uk 4499 days ago
Made Hot by: on April 7, 2009 2:05 pm
Selling services to large companies can often feel like you're “wading through treacle”. Progress is slow at best, and it often feels like you've taken one step forwards only to take two steps back.

Often the challenge is not the company itself, or even their slow decision-making processes - it's the professional's lack of knowledge of how decisions are really made in the company.

This article describes how to navigate through client's decision processes and avoid getting stuck in the treacle.





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