Multiple decision-makers means knowing who can say ‘yes’

Here in Northern Colorado, we see many companies of different sizes selling into companies of every size imaginable. Some of these selling opportunities have simple decision-making hierarchy and process while some are more complex with multiple decision makers, sometimes with different needs.

At Sandler Training we talk about the “stairway to success.”  Step 1 might be an owner who has one employee and can make the decision without anyone else being impacted.  Step 4 might be an owner with anywhere from 10 to 20 employees and at least one manager in place.  Step…