Are your sales reps still trying to get to the decision maker? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the realities of selling is who the decision maker is in most businesses has significantly changed over about the last 5 to seven years. See, it used to be things were very hierarchical on how decisions were made in businesses. So that the owner of the company, the head of the department, the manager in charge would be the final decision maker and a lot of times only getting a little bit of input from others but making the decisions themselves and taking responsibilities for that decision. So all of selling was focused on how do we get to the decision maker? This was singular language that sales reps have talked about who's the decision maker? How are we going to find them? The reality today though is business has become much more consensusoriented. So even though I'm in charge of making the decision for my department, I'll make sure I make every get everybody's opinion of what they think and to make sure there's a consensus on what actions we're going to take. So even though it yeah it still is my final decision, I'm making sure everybody in my team is involved and has input. So the reality today is the success in selling is we have to get higher, wider, and deeper within our accounts because we can't just be going after the decision maker because that's incomplete. There's too many other people that are going to have influence and are going to have input and are going to be part of the decision process ultimately. So we now have to sell a process to a team, not just looking at selling a single solution to an individual that is the decision maker. What can you do to have a discussion with your team to make sure that they're looking and understanding how consensus decision-making is impacting their business and what they need to do to sell an organization to make sure they do get a yes decision. So they can sell even more.