From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops

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Engaging decision makers and stakeholders in B2B sales

Engaging decision makers and stakeholders in B2B sales

From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops

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Engaging decision makers and stakeholders in B2B sales

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- [Instructor] During the sales process, it's always a good idea to build a strong relationship. Let's look at another scenario. When Roberto, a sales manager for a manufacturing company, noticed his sales team was running into an alarming number of stalls, he decided to gather the team for a problem-solving workshop. The team sells high-ticket manufacturing solutions to larger companies with a buying team who navigates the complex buying process. After careful analysis of recent stalls, Roberto and his team identified the root of the problem to be too few relationships. Sellers were putting all their energies into their main contact, generally a manager. However, the typical buying team includes numerous stakeholders, end users of their product, subject matter experts, and an executive sponsor. As a result, Roberto's team was missing out on learning about important buying criteria and the chance to garner more supporters.…

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