In the organization to organization selling situation, buying occurs when an orchestrated seller team is in a synchronized process with the buyer team. Knowing the buyer’s organization culture will help you identify the working style of the buyer team you have to work with.
The role of networks in making decisions
People are linked together in networks. Networks are held together by relationships, sometimes the links are strong and other times the links are weak, non-existent or detrimental. Relationships act as pipelines for information, fact, opinion, beliefs, and judgements. The quality of any information passed along is less important than the fact the information gets passed along in the first place and believed. Our networks are instrumental in the decisions that we make both on a personal level and on a professional level. And because networks play such an important role in decision making, so do our relationships. Understanding what relationships are and how they work will help us to better understand decisions that have been made or are going to be made.