Brooks Group
APRIL 9, 2024
Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.
Account Manager Tips
AUGUST 9, 2022
Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. At some point they meet a seller who believes they have the solution.
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Brooks Group
OCTOBER 24, 2023
They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action. Download this white paper to help guide your decision.
Brooks Group
MARCH 28, 2024
As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.
Brooks Group
MARCH 7, 2024
Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.
Brooks Group
MARCH 21, 2024
Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. or, “What makes that particular issue challenging?” But the most successful teams use the best approach: needs and wants.
Brooks Group
MARCH 6, 2023
Sophisticated sales processes involve several decision-makers, 8 persons on average, from various departments within the purchasing organization. When the contract is still in its early stages, focusing on a company and communicating with its various stakeholders will help you better understand their situation and needs.
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