Are You Leaving Money on the Table?
What kind of money are you losing by not having the right people, processes, and technology in place? It could be up to 14% in revenue growth or worse. In this post, we’ll explore some of the most common reasons deals slip or revenue is missed by sales teams. Time...
Navigating Buying Groups: How to Identify and Conquer
In the world of B2B sales, buying groups have become more complex and harder to navigate. The lay of the land seemingly changes at every turn! How are we, as sellers, to identify and engage the right people? Gartner tells us that buyers will only spend 17% of their...
The Times, They Are a Changin’: Expanding Buying Groups
Gartner tells us that the average buying group is anywhere from 6-10 individuals (I’ve personally seen as many as 15 or 16 involved in a single decision) which is almost double what we’ve historically seen in enterprise sales just a decade ago.
