Welcome to my web, said the spider to the fly

What’s so different about this recession? How has it affected the way we sell?

A significant change is how decision-making within companies is organized. Back in the good old days, middle managers were responsible for buying in their departments. Now, in many of those companies, the managers are gone and the structure of decision-making has been indelibly altered. What happened?

Decision-making has moved up the chain. C-level executives are now responsible for making purchasing decisions. Selling to these folks is a challenge: getting in and getting through is much more difficult. There are enormous demands on their time and attention…