As we’ve continued to explore how enterprises make buying decisions, we’ve discovered that the biggest challenges often exist within the buying team. Fundamentally, for all we talk about buying processes, many organizations don’t really have one. Or at least one they execute consistently. Instead, it is a mix of practices, politics, and “gut feel.” The end result is that many buying teams have regrets about what their buying decisions almost immediately. This puts them on a path to marginal success at best.
Source: Vendors, Behave Like You Are Part of the Buying Team – Hank Barnes
“Do Your RFP Like Your Laundry”
Doing your laundry isn’t fun, it is a chore. The same can be said about the
