Office Hours: Dealing With 'Decision By Committee'

Navigating today's B2B landscape often feels less like selling and more like herding cats as buying groups continue to expand. For modern sales representatives, dealing with decision by committee has become the default challenge, making consensus-building the most crucial skill in enterprise sales. In this episode, host Mark Cox and sales expert Dave Hanley explore how risk aversion in large corporations forces buyers into stagnant patterns where they choose to "miss out rather than mess up." They share actionable strategies to map the buyer's journey, leverage advanced relationship development skills, and employ strategic questions to guide buying groups toward making the right decision for their business.