Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. 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. Multiple factors are driving this change.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: This statement often occurs at the end of a meeting or discussion, even when interest was piqued, they do not want to share their disappointing answer. .” – Unless you are in a totally transactional sale, this is rarely ever true.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

MARCH 15, 2024

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.

Value Proposition 52

Value Proposition Negotiation Sales Sales Environment 52

Miller Heiman Group

JULY 30, 2019

Consequently, your sellers can focus on value propositions, such as potential preventative maintenance contracts other customers have implemented to generate additional revenue. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids. How to Coach Sellers to Identify Key Buying Influences.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

DemandFarm

APRIL 13, 2023

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.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

FEBRUARY 15, 2024

Hard Workers are diligent in their approach to sales and are willing to go the extra mile to meet customer needs. However, they may rely too heavily on effort alone and may struggle to differentiate themselves in competitive sales environments.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40