Emerge on Purpose

Top 5 Reasons Deals Don’t Close #2: We’re Not Talking to All the Decision Makers

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In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer!

How does this show up within our opportunities?

  • Contact won’t introduce you to anyone higher
  • Contact won’t work with you to sell internally

    • What can I do to prevent this from happening?

    • You clearly understand the decision-making process and who is involved
  • Gain access to true economic decision makers

    • Time Stamps:

    * 1:04 - Why is this a Challenge?

    * 3:03 - 3 Wide 3 Deep Decision landscape
    * 10:00 Understanding the Decision Making Process & Earning the Right
    * 17:30 - CIGAR Recap - Strip line + Intro Ask

    ...more
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    Emerge on PurposeBy Pete Oliver / SaleFish, LLC
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