Membrain

JANUARY 28, 2018

Other research says there is always a single dominant decision-maker. How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making.

Customers 80

Customers Sales 80

Partners in Excellence

JANUARY 22, 2018

Other research says there is always a single dominant decision-maker. Is it a group/consensus decision, is it a single, dominant individuals. How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. In reality, too often, we aren’t dealing with the right person or people.

Finance 60

Finance Contract B2B Contact 60

Partners in Excellence

APRIL 2, 2022

We know that most complex B2B buying is a consensus process. Everybody in the buying group has to align around a set of goals in order to make a buying decision. We, also, know the buying group tends to grow. It’s somewhere in the “mid-teens” for large complex buying decisions. As sellers. We diligently cycle through all of them.

Objectives and Key Results 136

Objectives and Key Results Finance B2C Meeting 136

Partners in Excellence

MAY 12, 2022

The days of “the decisionmaker,” influencers, and financial buyers, technical buyers, and so forth are gone — even though achieving consensus requires many of those players. We know that complex B2B decisions are driven by consensus. Likewise, we know the number of people involved in the buying process continues to increase.

B2C 77

B2C B2B Strategize Process 77

Partners in Excellence

DECEMBER 30, 2020

We’ve always been taught to “call high.” ” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly, “The Decision-maker” has become a buying/decision-making group. Some years ago, I had was the new EVP of Sales for a tech company.

Sell 133

Sell Manufacturing Appointment Trust 133

Partners in Excellence

FEBRUARY 10, 2020

But let’s dive into this a little: First, as an executive, I’m not sure I’ve ever really been the decisionmaker. As sales people, we learn that we are to call high. We should be reaching the top executives in the corporation. But too often, we get C-Level Buying wrong. A sure path to failure.

Manufacturing 101

Manufacturing Government B2B Sell 101

Partners in Excellence

APRIL 5, 2022

There’s seldom “A Decisionmaker.” There may be people that exercise more influence in the process, but it is rarely a single person. We know some things to be true about modern complex B2B buying. ” For a complex decision, it’s a group of individuals, with differing priorities and interests.

B2C 52

B2C B2B Process Customers 52