Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters

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Presented by

Deb Calvert w/special guests Thomas Williams & Thomas Saine

About this talk

Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride. In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored. You will learn: Why It’s Difficult to Identify Key Stakeholders What is Stakeholder Mapping The Six Questions That Stakeholder Mapping Can Answer The Difference Between Internal and External Stakeholders The Importance of Identifying Mindset The Three Types of Change Drivers

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