SYSTEMATICALLY TARGETING THE RIGHT STAKEHOLDERS
Today's high-value B2B buying decisions involve an average of 6-8 key stakeholders - and often many more. This complex decision environment is reflected in increasingly lengthy sales cycles and in a trend for prospects to decide to do nothing because they cannot achieve organisational alignment.
It’s a challenge to identify all these individual stakeholders, let alone gain access to them. So today’s most effective sales people focus on identifying and engaging with mobilisers within the prospect who are capable of championing the change agenda and building consensus within the decision team.
We'll work with you to identify, profile and validate the key stakeholder roles that are most likely to be involved in any decision process connected with your solution. We'll build sales playbooks that will enable your sales people to anticipate what is likely to be important to each stakeholder type, qualify their interest, and have value-creating sales conversations that advance the buying decision process. You can learn more about our approach here.
INFLEXION-POINT: THE VALUE SELLING SPECIALISTS
We're here to ensure that every member of your sales team - from your most experienced veteran to your most recent hire - is universally adopting proven best practices and winning behaviours, and has easy access to the information they need to make the best possible decisions at every point in the sales process.