Podcast: Multiple Decision Makers in Your Sales Process

Podcast: Multiple Decision Makers in Your Sales Process

Categories: Sales Leadership

In complex B2B sales, research shows that more and more decision makers are involved in purchasing decisions. Several sign-offs can be seen as a challenge or an opportunity for a salesperson.

Either way, dealing with multiple stakeholders demands an ability to articulate value and differentiation in a way that has meaning to the buyer, no matter how many of them there are. 

In this podcast, John Kaplan runs through best practices for commanding your message when there are several people involved in the opportunity. 

 

Sales Pro Central