Purchasing decisions are often no longer made by individuals or by one or two key decision-makers, but by teams of client personnel, representing various aspects of their business.
Clients are attempting to improve the quality of their buying decisions and reduce the risks of making mistakes. In response, suppliers and partners must carefully select and organise sales teams to prepare and deliver sales presentations.
These sales teams must thoroughly understand the needs of the client company as well as the individual needs of the buying group members. The presentation cannot simply be a demonstration of the seller's products - it must be a means of addressing those needs - it must be a SELLING presentation.