B2B companies no longer sell to individuals. One person isn’t making independent decisions about complex problems that impact the organization.
B2B companies sell to a Buying Group.
Selling to a team is difficult as we often don’t have access to everyone involved in the evaluation. We get a high level of engagement from the opportunity lead, but that lead rarely has all the information we need to be effective.
That’s why we need a pre-sales strategy for understanding the goals and dynamics of the Buying Group.
