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Winning Consensus Based Sales

By: CEB
CEB

The key challenge of B2B selling today: customer purchase processes are overwhelmed by an increasingly large and diverse number of customer stakeholders who canít reach consensus on a common course of action. As a result, suppliersí primary challenge isnít improving their own ability to sell; itís addressing their customersí inability to agree. In this environment, the best companies donít focus on building a tighter connection between their capabilities and individual customer priorities. Rather, they focus on building a broader, more productive connection among customer stakeholders that is essential to the buying process and purchase decision.

Tags : marketing, sales, b2b, challenger, consensus, mobilizer, implementation, product marketing
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Published:  Dec 03, 2015
Length:  13
Type:  White Paper