Across many B2B industries, professional buyers continue to grow their influence and impact on buying decisions. This growing influence often means longer sales cycles, tough negotiations, and lots of frustrated salespeople. It doesn’t have to be this way. Many sales and marketing teams lack a clear understanding of professional buyers, the buyers’ playbook, and what value really means to the buyer.
In this webinar, viewers will learn:
- 5 myths of selling value to procurement and the missteps many salespeople make
- Understanding value through the eyes of procurement
- The four faces of procurement and how to deal with each persona