This is the first in a series of guest posts by Jakob Soderberg of our partners Arpedio.
Who’s buying your solution? If you answer this question with one or two titles, there’s a good chance you’re wrong.
How buyers buy has fundamentally changed. Sales professionals are no longer selling to one or two high-ranking executives. The average buying group has evolved to multiple stakeholders* from various parts of the organisation. A buying group today could include a CXO, a departmental executive, a compliance manager, an IT security manager, a procurement manager, a marketing executive, and others.
Think about that for a second. As a sales professional, you’re no longer selling to the CXO or VP of X. You’re now selling to a much larger group of individuals, each with their own motivations, concerns and priorities. And that group changes from organisation to organisation.
That’s a pretty significant shift – one that underscores an urgent question: how do you know who your stakeholders are in any given deal? Furthermore, who among these stakeholders will help you move the buying group towards consensus?Read More