In order to succeed in today’s B2B sales world, salespeople must create buyer consensus among diverse customer stakeholders. Those who fail to do that risk falling victim to the status-quo – the minimal-risk, lowest-cost option – or worse, losing the deal altogether. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results from CEB (NYSE: CEB), a best practice insight and technology company, reveals that it isn’t just about how you engage, but who you engage within the customer organization that drives complex sales today.
“The ‘senior decision-maker’ no longer exists in B2B sales. That makes the most significant problem facing marketing and sales teams a buying problem, not a selling problem. Organizations need to shift their focus from making the sale to understanding buyer groups – and who among them really shapes decisions,” said co-author Brent Adamson, executive advisor at CEB. “Our research shows that the one thing that matters most to executives is whether or not a supplier has buy-in with the rest of the organization – NOT the supplier’s actual offering or solution.”
To view the multimedia release go to:
http://www.multivu.com/players/English/7427252-ceb-the-challenger-customer/
What would you do to peer inside the walls of successful corporations to discover the most closely guarded secrets of their success? To be a fly on the wall in the executive boardroom, to find out how they consistently make and exceed their sales quotas, while other companies struggle to survive? Well, now you can.
Sandler Training, a global sales and management training firm, has made available at www.sandler.com a valuable report on a research study that provides a glimpse into what these ‘best-in-class’ companies do differently, plus the opportunity to participate in an interactive research assessment. This assessment provides companies with a scorecard that can measure how their process, approach, and technology stack up against those ‘best-in-class’ companies, while identifying actionable recommendations for improvement if gaps exist.
To view Multimedia News Release, go to http://multivu.prnewswire.com/mnr/sandler/49633/
