Brooks Group

APRIL 9, 2024

The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 110

Value Proposition Procurement Decision-making Stakeholders 110

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Who are the contacts (Relationship Intelligence) that remain unengaged, and have you engaged with the right stakeholders enough? They track transactions, monitor pipelines, and organize data.

Key Account Management 52

Key Account Management Account Management Management CRM 52

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. This stage can involve multiple meetings and additional stakeholders. You cant just pick it off a menu.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Revenue Storm

MARCH 14, 2023

In a complex B2B sales cycle, there is rarely one decision maker. Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Hubspot Sales

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. Example advances include the prospect reviewing your pricing page and sending you their questions, signing up for a free trial and exploring the tool, or introducing you to a key stakeholder. It’s one of the most well-known -- not to mention oldest -- selling systems.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Hubspot Sales

AUGUST 7, 2018

It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Don’t lose as a result of neglecting to get all the key stakeholders together. Address each person’s specific needs -- what a CMO wants is different than what procurement is looking for.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Showpad

NOVEMBER 20, 2019

At the same time, Sales deals are coming under more scrutiny from buyer stakeholders, with more teams involved in each purchase. According to our own research , there are now more than five people involved in almost a quarter of all B2B purchases, with some enterprise deals involving twenty people or more.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Showpad

MAY 24, 2022

B2B buyers aren’t going to tolerate old-school selling. A single stakeholder rarely makes B2B purchases anymore. Multiple people weigh in, from leaders to end-users to procurement and financial partners. The B2B journey is partially self-guided. That 50,000-foot view and data-based realism is your superpower.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52

Brooks Group

MARCH 28, 2024

Purchase decisions often involve multiple stakeholders and a longer sales cycle. 2024 Sales Leader Trend Report Best Practices of High-Performing Sales Teams We surveyed B2B sales leaders across multiple industries at organizations to discover the answer. Follow up and persist.

Decision-making 93

Decision-making Logistics Supply Chain Suppliers 93

ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. The sales-to-customer success handoff is a crucial step in the B2B SaaS space for exactly this reason. While acquiring new business is always important, sometimes it’s over-emphasized when talking about a go-to-market strategy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. In the world of B2B sales, where securing deals could mean navigating through layers of decision-makers and procurement systems, technology isn’t just an option – it’s your competitive edge. Here, technology steps in as an enabler.

Digitalization 52

Digitalization Retail Sales Decision-making 52

SuperOffice

DECEMBER 21, 2021

Because construction jobs involve several parties in order to complete projects, managing relationships with architects, engineers, and stakeholders is a crucial benefit of CRM for construction. Reducing bottlenecks, maintaining B2B relationships, and mitigating supply chain inefficiencies are top concerns in the manufacturing field.

Construction 75

Construction Manufacturing CRM Supply Chain 75

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. So in the B2B world, 70% of your revenue every year comes from existing customers, only 30% comes with new customers. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. (XINN) the maker of the XINN SaaS platform that delivers. Industry News.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

SmartKarrot

SEPTEMBER 1, 2022

In this write-up, I will first explain what makes enterprise clients different and then take you through the all-important enterprise sales terminology that every B2B SaaS company should know. Important enterprise sales terminology that every B2B SaaS company should be aware of. What makes enterprise clients different? . Final Words.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

SmartKarrot

DECEMBER 1, 2020

Account intelligence can help B2B SaaS companies and CS teams get better at their customer operations. Role changes, managerial movements, key stakeholder repositioning are some of the aspects CS teams can track. A good way any customer success manager can effectively tap into customers’ usage is through some smart tactics.

Customer Success 10

Customer Success Procurement Management Stakeholders 10

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? Let’s look at a few typical B2B sales situations and match each of them with a judo belt.

Procurement 130

Procurement Stakeholders CRM Government 130

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Customers are better prepared.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Account Management Skills

FEBRUARY 20, 2023

Katherine Strachan is the founder of CopyHouse , an award winning B2B content marketing agency for fast growing FinTech and Tech brands. We are a content marketing agency that specialises in B2B Tech. When we won Meta, one of the things that they said to us was that they chose us because of our specialty in the B2B tech space.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Showpad

APRIL 25, 2022

There are so many content formats out there for B2B go-to-market teams: email, ebooks, videos, blog posts, podcasts, infographics …. And today, some of the most compelling B2B content is digital and interactive—which engages buyers far more than a static PDF can. procurement folks. Buyers appreciate that. Asynchronous video.

B2B 52

B2B Stakeholders Procurement Digitalization 52