“You've got to be kidding me! I can't send this contract to my buyer until WHEN?” This unfortunate phrase, likely uttered every day in some Business-to-Business (B2B) selling cycle somewhere, speaks to the all-too-common barriers that corporate bureaucracies inadvertently throw in front of professional sellers.
While there are hopefully no enterprises that formally employ a “VP of Sales Prevention,” there are undoubtedly myriad occasions when contemporary B2B sales team members feel like they work alongside a person, or perhaps more likely a department, which seems dedicated to that exact function. It might be their well-meaning colleagues in Legal, Operations, Marketing or another line of business, actually fulfilling their own properly sanctioned corporate mission, but all the frustrated rep knows is…someone on my own team is preventing me from making a sale.
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