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 Stakeholders 52

Nutshell

AUGUST 28, 2023

Your steps may vary based on your industry and how thorough your process needs to be to secure leads, but in general, you’ll want to have strategies for each of these moments in the sales funnel: Prospecting Qualifying Developing rapport Presenting solutions Handling objections Closing the sale Following up 1.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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

Miller Heiman Group

JULY 30, 2019

As the sales leader, you must coach sellers on how to identify each of these stakeholders and other buying influences unique to that particular industry or company. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. We occasionally must present to their boss or team in addition to dealing with our point of contact within the organization. Like what you are reading? Sign up for our newsletter.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10