Tag: decision makers

The Gist:

• Decision-makers don't always tell you the truth.
• Much of the time, they prefer to avoid conflicts.
• What you hear provides you with a clear view of the areas where you need to improve.

One of the reasons the world works as…

For many decades, salespeople were taught to find “the” decision-maker, that one person who had the authority to bind a company to a deal. They were taught that they needed to reach the C-suite if they were to create and capture opportunities.…