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Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
December 3, 2018 @ 3:00 pm - 4:00 pm CST
Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.
In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
You will learn:
Why It’s Difficult to Identify Key Stakeholders
What is Stakeholder Mapping
The Six Questions That Stakeholder Mapping Can Answer
The Difference Between Internal and External Stakeholders
The Importance of Identifying Mindset
The Three Types of Change Drivers
- December 3, 2018
- 3:00 pm - 4:00 pmEST
- Event Categories:
- Complex Sales/Long Sales Cycles, High Stakes
- Event Tags:
- Deb Calvert, Thomas Saine, Thomas Williams