Selling to Multiple Decision-Makers

By Michael Leimbach, PhD, David Yesford

Warning: Major Delay Ahead!

Over 85% of sales opportunities involve multiple decision-makers. Yet, many organizations fail to prepare their sales teams for this complexity, leading to delays, increased costs, and missed chances. Salespeople who master navigating these dynamics significantly boost their win rates and reduce decision-making timelines.

 

Download the article and explore:

  1. Use an Influence Map: Identify decision-makers’ influence and disposition for better engagement.
  2. Uncover Interests: Go beyond positions to understand the real needs driving decisions.
  3. Convert Key Influencers: Shift negative high-influence stakeholders to support your solution.
  4. Accelerate the Process: Reduce decision-making time by addressing interests strategically.
  5. Boost Close Rates: Improve sales effectiveness by mastering decision-maker dynamics.

By mastering these skills, your sales team will close more deals and deliver lasting business value.

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