navigating-buying-groups-webinar Webinar Related Topics 
Upland
FEBRUARY 17, 2023
Buying groups have changed the world of B2B sales. In fact, there is almost double the number of buyers involved in a complex buying journey today than at any other point in history. While selling to a single buyer is a challenge, it’s nothing compared to the challenge of navigating buying groups.
Mike Kunkle
DECEMBER 21, 2023
So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, training sellers on buying process exit criteria, and enhancing manager coaching skills.
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Mike Kunkle
NOVEMBER 21, 2023
Buying Behavior Changes: Furthermore, the buying landscape has evolved. Who they typically work with to buy solutions like yours? And what is their typical buying process (and exit criteria per stage)? This allows you to create content to aid buying decisions. Now, customers are demanding more.
Mike Kunkle
FEBRUARY 5, 2023
Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. You see where I’m headed, though, right? Guess what? That in itself is not a change.
Mike Kunkle
MAY 30, 2023
The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. Therefore, enablement is hard work.
Mike Kunkle
MARCH 31, 2023
It should be aligned to the customer lifecycle and buying process, where possible. As you can see in the image above, a buying process consists of these same elements – stages, names, objectives, tasks, and exit criteria. The corresponding buying process stage might be Identify Possible Solutions.) See the image below.)
Mike Kunkle
AUGUST 30, 2023
This applies to the enablement profession as a whole, regardless of name – Sales Enablement, Revenue Enablement, Buying Enablement, Performance Consulting, or even Sales Training and our Sales Operations and Revenue Operations partners. At the same time, a unique set of challenges complicates this mission.
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