Sales

People Buying on Behalf of Their Company

Customer
Whoever evaluates and picks suppliers for their organisation
Context
Deciding with the company's money and answering with their own name

The Jobs of whoever stands at the far end of a sales process, the person every sales methodology targets and none serves.

5 Jobs

  1. 01When I must choose a supplier, I want to know whether they can do what they promise, so I do not sign something I will live with for years.5 Pains · 6 Desired Outcomes · 5 Existing Solutions
  2. 02When I am only looking, I want to learn without being pulled into a sales process, so a moment of curiosity does not cost me dozens of calls.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  3. 03When I have chosen what I need, I want it approved, so I do not lose a year waiting without knowing why it stalled.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  4. 04When the contract is signed, I want the supplier to keep the attention they showed while selling, so everything does not cool the moment the money moves.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  5. 05When I am considering buying a solution, I want to know whether my problem needs one, so I do not buy a tool for a problem that lives somewhere else.5 Pains · 5 Desired Outcomes · 5 Existing Solutions