decision making

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Telecommunication: Why are multi-million dollar deals hard to crack?

Large telecommunications vendor corporations are increasingly, facing a situation wherein they face few very large deals that make up for most of their business- old pareto principle. This means huge risk to these organizations in terms of growing and retaining business quarter on quarter as more and more, few players in the market, compete for these few large deals. While, operationally these organizations seem to be equipped in terms of people, tools and resources, however from a sales perspective, this situation puts huge responsibility and focus on very thin sales organizations.

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