By Deb Di Gregorio

When practiced responsibly, capitalism provides a more stable and vibrant society for all. Business is a complex and risky endeavor. When business challenges are understood from a broad perspective, positive change is accelerated and success is the only possible outcome.

Mid-sized companies are at the fulcrum of our economy and our social well being. Ensuring their success is nothing short of necessary for our shared peace and prosperity. Today success can only be achieved through situational awareness on a grand scale.

Reducing the risk of failure for any major business endeavor requires exploration of the greatest number of options. A broad perspective provides many potential solutions. Rather than slowing the process it accelerates success enabling companies to get to optimal solutions early.

Domain Expert Myopia

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Camarès President, Deb Di Gregorio was one of 50 past honorees of Commerce and Industry Association of New Jersey Women of Influence series who gathered last May 10, 2013 at Nanina’s In the Park for the first annual Chairman’s Reception. Di Gregorio served on the first Women of Influence panel held at Ramapo College in 2007.  She and her fellow Women of Influence were honored for their efforts and achievements in the areas of business, government and community outreach.  Lt Governor Kim Guadagno and CIANJ Chair Tracy Straka were joined by more than 150 friends, family and guests in saluting the women for their accomplishments.  Ms. Guadagno spoke about her unique experience as NJ’s first lieutenant governor and lauded the honorees for breaking down barriers in their respective areas and achieving success.

This economy holds great opportunities for mid-market companies selling B-to-B. It’s not too hot, it’s not not too cold. It is a perfect environment for opening new revenue channels in a measured and profitable manner. However, many mid-market companies are reluctant to take advantage of new opportunities because they are experiencing challenges in bringing in new business from the products and services they sell right now.

 

This is a result of a significant change in prospect purchasing habits which are demanding new skill sets on the part of mid-market companies. We saw these buying trends develop among consumer shoppers and now we are seeing them steadily creep into the B-to-B buying process resulting in a serious dampening of revenues.

 

The B-to-B purchaser is pre-shopping online. On average, today’s purchaser is 57% through the purchase decision process by the time the buyer wishes to speak to a sales rep. In many cases they are 70% through the buying process and this is regardless of price point, purchase complexity and incumbency (according to a joint Google/CEB survey of 1900 companies). 

 

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