KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Most B2B sales professional qualify a sale as complex when a buying committee is involved in the purchase decision. The Global Sales VP is the sponsor of the project without being directly involved in the decision.

Procurement 130

Procurement Stakeholders CRM Government 130

KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer. Unfortunately, this happens very often.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

SalesGlobe

FEBRUARY 9, 2022

Now, I’m trying to make the beer they already have move faster. Then he detailed the cooler display at the front of the store, making sure the facings of cans and bottles were aligned and that the packaging and tags for the week’s specials were clearly displayed. Two years ago, I was selling cases of beer to store owners.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52