Expert Session: Understand your buying centers better
🗓 September 27, 2023 ️⏰ 12:00 pm EDT / 9:00 am PDT / 5:00 pm
The complex enterprise sale is a lot bigger than personas. PMMs obsess about personas, and rightfully so. Still, an even more helpful construct is the BUYING CENTER.
You see multiple people from different groups (or buying centers) - ex: procurement, security - working together to purchase enterprise software in an organization. These folks can come from groups that may not use the software directly but play a role in evaluating or approving it. Knowing this, getting a handle on the different buying centers in the complex sale puts you ahead of the competition.
What's on the agenda?
This presentation will cover, among other things, a way to map out the different buying centers in any enterprise, a sales enablement tool that improves onboarding time for new sales folks while winning complex sales as budgets shrink.
🔖 A sales enablement tool to win complex sales and onboard new sales folks
🗺️ A mapping exercise to uncover multiple parties, departments, and interests in an enterprise sale
🏁 A starting point to revamp sales enablement efforts in any organization
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