It’s no secret that today’s B2B purchases are made by buying committees rather than individual buyers. As such, it’s critical to understand the dynamics of those involved to effectively sell to the interests, value drivers, and decision criteria of each buyer, and gain a group consensus to buy.

In this session, Mike Kunkle and Doug Wyatt share practical approaches for gaining support from buyers and stakeholders with varying roles, levels of influence, and attitudes toward your solution.

You’ll learn how to:
• Assess the complex buyer landscape
• Create a plan to navigate it better than your competitors
• Personalize your value messaging and meet key decision criteria for each decision maker
• Improve the likelihood of moving deals forward to an eventual win!