Time Wasters vs. Decision Makers

Tue, Aug 8th, 2023 | 11am ET

Thu, Aug 10th, 2023 | 2pm ET

Selling one-on-one is never easy, but it is simple: You have one decision maker, one set of needs, one agenda, one relationship to manage.

These days, selling is a lot more complicated.

On average, research shows, 5.4 stakeholders are involved in the typical buying decision.

And when you sell to five people, your job isn’t just multiplied by five. It’s actually 15 times harder.

Why? Because that’s how many relationships you have to manage – not only your interaction with each stakeholder, but each of their relationships with one another. Every stakeholder is playing multiple roles and has a different agenda.

Your job is to quickly find out who will waste your time, which participants will support you, and then locate the golden ticket… the person who will be the key to final decision.

In this free webinar, you will learn:

• Why your biggest advocate is likely to be ineffective at advancing your agenda
• How to quickly assess stakeholders and find out who can get the deal done and who’s just taking up space
• Why the person identified as “the decision maker” often isn’t the one who will make the call
• How to get consensus from the top down, with a proven strategy for reaching CEOs and winning them over
• How to navigate it all when selling virtually

Speaker

Rob Krekstein

Director of Sales

Rob has extensive experience in Sales and Marketing with companies like SAP, Ventyx and most recently Kenandy. He has spoken at several conferences in his career regarding Sales Methodologies and Demand Generation tactics. His unique experience has armed him with a vast knowledge of the entire process, from lead inception to closed sale. He is a graduate of Ithaca College where he received a Bachelor’s Degree in Business Management.