customer's decision Archives

3 Tips to Move Faster

July 19, 2016July 18, 2016 by Bob Schultek

It often feels like time is accelerating. The internet enables the rapid gathering of information needed to guide decisions. The period for new product exclusivity continues to shrink, shortening the investment payback time. Customers must react ever faster to competitive threats, causing you to continuously enhance the value you produce to help them succeed and to sustain your business. How can your business move faster? How can you become more efficient? How can you get …

3 Motivators That Drive Decision Making

April 5, 2016June 11, 2014 by Bob Schultek

Recognizing the motivating factors that will influence the customer’s decision helps you determine their decision-making process and who will make the decision. The dynamics of your customer’s decision-making process involves several factors. Have you been discussing their needs and challenges with just one person or several? If you have been working with a customer’s team, who has been driving the discussion? To whom does the team defer? How well do the folks around the table get along? The decision-maker …