Competitive Sales Strategy

By Michael Leimbach, PhD, Nancy Frevert

Influencing the Decision to Win the Sale

In today’s B2B sales, having a great solution or strong relationship alone won’t secure a win. Success comes from understanding the decision-making process, knowing who influences it, and what drives decisions. Equip your sales team with insights to anticipate challenges and address internal dynamics to avoid losing deals.

 

Download this article to learn about:

  • Understanding the Decision Process: Grasp the steps and criteria that shape a customer’s final choice.
  • Identifying Key Players: Learn who influences the decision and how to address their priorities.
  • Strengthening Relationships: Build lasting connections with decision-makers to improve outcomes.
  • Strategic Influence Tactics: Practical strategies to handle positively or negatively inclined decision-makers.
  • Managing Internal Dynamics: Proven approaches to aligning with internal stakeholders and securing commitment.

Discover how to position your team to win more sales by mastering the decision-making process.

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