To continue the theme of why it is getting harder to be successful in b2b sales today, I thought it would be a good idea to clarify the barriers to decision making for you.
Most of these barriers are connected to the major theme for the decision makers today – job security. With the possible exception of the Great Depression in the 1930’s job security has never been this important – across the board.
Therefore, new strategies and focus must be added to your b2b selling skills box of knowledge. It is a time for wisdom to take a higher position or ranking in the minds of b2b sales people.
So, here is my list of barriers to the Decision Makers…