Consensus Decision-Making Can Be Overcome
Hi Bryan Gray at the Revenue Path Group, lemme ask you a question. When was the last time you dealt with just one decision-maker that could make the decision completely by themselves and didn’t need to talk to anyone else? Kind of a dream right? Welcome to the early 90s of selling, it was that easy.
Now we live in a world where decision-making teams average nearly 7 people. And what’s really problematic about that? It’s not about comparing you against your direct competitor. But when 7 people are involved in a decision, everyone has their own priorities.
So as decision-making teams have gotten bigger, it’s not wonder why delayed decision-making is taking over. Why it’s harder than ever to start a project you think they desperately need. So to deal with consensus decision-making, you cannot wait until the very end and try and content with 6 other people with their own priorities. We need to find a way to get you in earlier with the true decision-maker so you can connect your real impact to their top priority.