GREY:TSTIF - Post by User
Comment by
hipfneron Aug 23, 2017 8:41am
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Post# 26611189
RE:RE:RE:RE:summer no buyers - everyone on holidays
RE:RE:RE:RE:summer no buyers - everyone on holidaysGetinge is selling a complex and expensive product into a cautious marketplace. It is commonplace for the saleperson to be paired with a technician who communicates with their counterpart at the prospect company.
The job of sales is to identify the opportunity, qualify them - do they have the need and the budget? Then find all the people in the chain of approvals and identify their biases, needs and wants and ability to slow/speed/veto/approve the purchase. They negotiate the terms of, perhaps, a trial install, introduce them to reference accounts, perhaps a trade-in, perhaps a discount, all the terms of the contract. The sales cycle for this product can easily stretch years since it is a long-lived asset.
This is why Getinge has a 5 year exclusive agreement. It takes a long time to create opportunities and fully document all the players in any prospect.
I am not surprised, and not yet discouraged at their progress. Everyone appears to be doing their jobs properly.