Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. 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:

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9%

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

KAM With Passion

MARCH 28, 2022

In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation?

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. What makes enterprise clients different? . Important enterprise sales terminology that every B2B SaaS company should be aware of.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10