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Winning Consensus Based Sales

White Paper Published By: CEB
CEB
Published:  Dec 03, 2015
Type:  White Paper
Length:  13 pages

The key challenge of B2B selling today: customer purchase processes are overwhelmed by an increasingly large and diverse number of customer stakeholders who canít reach consensus on a common course of action. As a result, suppliersí primary challenge isnít improving their own ability to sell; itís addressing their customersí inability to agree. In this environment, the best companies donít focus on building a tighter connection between their capabilities and individual customer priorities. Rather, they focus on building a broader, more productive connection among customer stakeholders that is essential to the buying process and purchase decision.



Tags : 
marketing, sales, b2b, challenger, consensus, mobilizer, implementation, product marketing, blocker, commercial insight