4 Keys To Building Buying Consensus

THE BIGGEST PROBLEM IN B2B SALES AND MARKETING IN ANY INDUSTRY: HOW DO YOU GET ALL THE PEOPLE THAT MAKE THE DECISION TOGETHER AND CLOSE THEM OUT?

The myth of the decision maker

On average, 5.4 people are involved in today’s B2B purchase decisions. This creates differences in opinion that make it increasingly hard to reach a decision and many teams simply give up on purchases altogether. This scenario combined with a buyer- controlled purchasing process significantly increases the challenge for sales and marketing to influence the buying process.

 
The Growing Relevance of Challenger Selling and Marketing

MORE ORGANIZATIONS ARE LOOKING TO MARKETING TO SUPPORT AN INSIGHT SELLING MODEL :

I don't know if it's merely coincidence or because there's a growing recognition that the way complex technology products are sold must change; but a number of CEO's, sales leaders, and marketing executives I've spoken with lately have specifically brought up the Challenger Selling Model or have described issues that this model addresses.  The conversation either starts with or leads to the need to improve their marketing  (and more specifically what is usually considered product marketing)  to provide support for this approach.  They typically mention the need for "better information on our buyers to create more effective messages"