Revenue Storm

MARCH 14, 2023

In a complex B2B sales cycle, there is rarely one decision maker. 3: “The decision is going to be made on price.” – 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.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

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. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Identifying the drivers of sales complexity.

Procurement 130

Procurement Stakeholders CRM Government 130

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? .

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10