In this episode, Charlie sits down with Kelly Robinson, Kyle Brunson and Ranjit Bhatia to discuss tailoring the customer experience to address changes in decision making.

Questions discussed at the event:

  • How is customer decision making changing in your market?
  • Who is involved in purchasing decisions how that wasn’t 5 or even 3 years ago?
  • How are these changes impacting your sales team?
  • What kinds of initiatives are you putting in place to deal with these changes in decision making?
  • What are some of the pitfalls or ‘gotchas’ that you would suggest other sales leaders watch out for as they deal with changing decision making processes?
  • How are you tailoring your sales experience to deal with new and changing stakeholders in the decision process?