As technology investments gain higher scrutiny, and more people have a say in final decisions, it’s critical for sales professionals selling SPM to stay on decision makers’ radar. Below are seven tactics we see our highest performing sales partners using to earn meetings, and move and close deals.

The Current State For years, the number of people who sit on the buying committee for large software investments has grown. These committees now average 11 people, and 77% of buyers report “high purchase difficulty” because the process is “overwhelming”. The reasons for this are: 

With unpredictability in the global marketplace, limited staff, and restricted finances, more organizations recognize the benefits of a flexible, cost-effective Sales Performance Management (SPM) solution. See our previous post, “How to Make Data-Driven Sales Decisions in a Shifting Global Economy”