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Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers

Brooks Group

More stakeholders means longer sales cycles. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Heres a deep dive into buying groups, critical selling skills, and sales training best practices to prepare your sales team for success with multiple stakeholders.

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Six Buyer Excuses and How to Respond

Revenue Storm

.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. Remember, our mission is to find the other buyers and influencers and broaden our value proposition.

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Rewarding the Sales Rep of the Future: What You Need to Consider

SalesGlobe

For sales organizations, justifying a return to the past travel and expense budgets will also be a hurdle, continuing the distancing between customer and seller. Finally, expectations of employees and sales in particular, have changed with work-at-home becoming the norm, another potential long-term detractor to collaboration.

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Mastering Strategic Selling: Strategies, Techniques, and Solutions for Sales Success

Arpedio

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

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Solution Selling: Challenges, Benefits and Best Practices

Arpedio

The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape. It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives.

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The Four Buying Influences to Identify in Manufacturing Sales

Miller Heiman Group

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids.

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65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary

DemandFarm

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.