Uncover B2B Buying Groups to Drive Sales Success
Enterprise buying groups continue to expand which may lengthen sales cycles. But it also affords the opportunity to engage with new buyers. In this video, Dr. Stephen Timme is joined by Sales and Sales Enablement expert, Gordon Galzerano.
A case study is used to explore a framework for identifying and engaging with new buying groups. It includes:
Knowing company-wide Goals and Strategies
Identifying buying groups’ unique Initiatives
Understanding individual groups’ Key Performance Indicators (KPIs)
Showing a solution's potential financial benefits most relevant to buyers
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Short on time? Watch these episode highlights.
It Takes a Village
Same Goal. Different KPIs.
The Need for Change
Tell Buyers Something They Don't
Know About Their Own Business
Uncover Your Buyers
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