The Crisis that started with Lehman fall, really did change a lot of things on the ground...the way people looked at their businesses, the kinds of risks they were prepared to build in into their decisions, the casualness with which purchase decisions were made (all in the hope that this boom is going to go on forever), including even the sales presentations they gave and received! Yes, trust me, I have seen this difference although it took me some time figure out the shifts in patterns. However, whether this transition in sales presentations had started before the crisis and only got the final push post crisis, or it started only after the crisis and gained traction as time passed...is difficult to say, but a paradigm shift in the entire approach of Enterprise Solution Sales has been there for sure.
As a part of the Random Walk series on this blog, I thought I'd cover this intriguing topic about how not just the presentations, but the entire approach towards Enterprise Solution Sales has undergone a sea change. But before that, just to bring everyone on the same page, let me define what I understand by Sales of Enterprise Solutions...
