Remove 2010 Remove Procurement Remove Value Proposition
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Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers

Brooks Group

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

B2B 76
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Context and curiosity drive commerciality and pricing

Red Star Kim

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. We communicate differently with procurement professionals than other decision-makers and users of professional services.

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.