The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. In key accounts, salespeople must penetrate new organizations, navigate to key C-Level decision makers, and dovetail their products' benefits to customers' internal politics.
Steve W. Martin has interviewed with over one thousand top salespeople to better understand their strategies to win the complex B2B sale. As part of the win-loss analysis research he conducts on behalf of his clients, he has also interviewed over 1,000 key decision makers and evaluators to better understand how they made their selection. Please join Steve W. Martin as he shares insights about B2B sales strategy of top salespeople:
- Top reasons B2B salespeople lose.
- How decision makers think, evaluate vendors, and select the winner.
- Key moments during sales cycles when deals are won or lost.
- Tips, techniques, and best practices of top salespeople
November 19th, 2015 / 8:30am PST
NEXT WEBINAR WILL BE ON DECEMBER 9th... CHECK BACK FOR DETAILS