Shifting focus from a single client to understanding the entire buying group and utilizing market research can significantly improve sales outcomes. Identifying and engaging the right individuals involved in the decision-making process can increase the likelihood of closing deals by up to four times, with forecasting models aiding in pinpointing the most relevant decision-makers.
In this presentation you will learn:
- How can companies shift focus from a single client to the entire buying group?
- What are the benefits?
- How do forecasting models predict relevant decision-makers?
- How to use marketing strategy to identify further contact?
- What strategies help sales teams engage the right decision-makers?
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