Mapping the Small Business Decision Web
From Leila Chen’s guide series The SMB Multi-Touch Advantage: Building Relationships Across Small Teams.
This is chapter 1 of the series. See the complete guide for the full picture, or work through the chapters in sequence.
In the fast-paced world of small business sales, understanding who makes decisions—and how those decisions unfold—can mean the difference between closing deals and watching opportunities slip away. Unlike large corporations with clearly defined hierarchies and formal procurement processes, small businesses operate with fluid, interconnected decision-making structures that can seem deceptively simple on the surface but prove surprisingly complex in practice.
The traditional sales a
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