Getting a seat at the table with the person that matters the most.

Getting a seat at the table with the person that matters the most.

One of the biggest challenges for many sales people is getting a seat at the table with the person that matters the most. The economic buyer. The person with budget and discretionary spending authority to make decisions quickly. It's not one of the biggest challenges because these people are awful human beings who don't want to speak with us. Most economic buyers are very nice people. It's the biggest challenge because they are suffering from what is becoming known as 'seller fatigue'.