How large is your typical customer buying group that is responsible for making a purchase decision?
Just one decision maker0%
2-367%
4-517%
6-717%
8-90%
10 or more0%
6 PARTICIPANTS
Director of Sales in Software, 51 - 200 employees
I run all of the sales for our company. It’s not a huge group of people but it does span a huge group of revenue ranges, from multi-billion to 5,000,000. So with SMB, it's going to be getting right to C-Suite or one step away from that. When we're selling to a mid-market or an enterprise customer and our mid-market is still pretty big (500 million+), you will have multiple people involved and it's a buying committee. Our product is a platform so we want to get three different role groups involved at least every time. We can get up to five, but in a really deep enterprise, we're going to have to talk to it and then maybe three or four different groups will all need to come to a consensus.Content you might like
Senior Director, Head of Value (EMEA/APAC) at Certinia in Software, 1,001 - 5,000 employees
Active listening to challenges, pains and objectivesGood discovery facilitation
Support in building a business case
Price flexibility (not drops per se)
Focus on customer experience
Always12%
Often64%
Sometimes21%
Rarely2%
Never0%
505 PARTICIPANTS