The Challenger Sale: Trading Pitches for Insights

By Lauren Dichter, Marketing Consultant at Heinz Marketing
Did you know that B2B selling is at its most complex right now? If you’re a seasoned professional, you’ve probably noticed the changing scene already. But for those sales professionals who are struggling and aren’t sure why, it could be because making a B2B sale today requires more consensus among buying committee members, which means decision cycles take longer than anticipated. In fact…
84% of customers report a buying journey taking longer than expected
The actual buying journey length is 1.98x the expected length
The number of stakeholders involved in a complex B2B decision is 6-10
The likelihood of closing a high-quality sale with more stakeholders is 60% (lower than ever before)
Luckily, understanding these changes is the first step to getting over an unwelcome sales slump. This evolution in B2B selling dynamics is best-approached head-on.
And how do you approach something head-on? By challenging it.
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