posted 27th March 2024
Large customers take more time to win, since the decision is a big one for the individuals and the Company they work for.
Knowing how to navigate through the various meetings, requirements across the company takes some skill and coaching.
Any individual can only manage 1or 2 opportunities at any one time, to a maximum of 3 if they are in Strategic or Key Accounts.
The size of the opportunity is significant, but the likelihood to win without proper assessment or coaching is low.
Things change through a cycle, since most businesses change their focus and people as well.