Consensus Is on The CRM Sushi Podcast #8

Wes Schaeffer
April 21, 2017

Overcome Group Buying Dysfunction

See how to help organizations make better decisions faster.

Stream below or right click here to download the episode.

I need to check with my team and get back with you.”

Only 28% of sales reps know how to handle this objection.
Vision Qualified Technical Selling
Who’s more important: the salesperson or the internal champion?
Be a buying coach.
80% of buyers want more support in selling internally
Increase your likelihood of purchase in a complex sale which drops 50% when you go from 1 to 6+ buyers (81% – 55% – 60% – 60% – 53% – 31%)
The customer answers what’s important.
Tracks “demolytics”
Customized demos are shared 61% of the time.
Social capital increases engagement
Tactical and Aggregate Demolytics
Analytics for Champions
Transparency helps the dialogue
Advanced Branching Personalization (doubles conversion rates)
“Sales Enablement” is crowded while “Buyer Enablement” is empty.