How Nektar Automates Buying Committee Engagement

How Nektar Automates Buying Committee Engagement

ByPranay

In today’s complex B2B sales environment, understanding and engaging with buying groups is crucial for driving revenue. Modern B2B buying decisions are made by groups, not individuals so traditional methods, like tracking Marketing Qualified Leads (MQLs), are no longer sufficient. This shift necessitates a new approach to tracking engagement, one that leverages advanced technology to…

Mastering Sales: How to Strategically Navigate B2B Buying Committees
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Mastering Sales: How to Strategically Navigate B2B Buying Committees

ByBhaswati B

Consider this scenario. You’re in the middle of your weekly deal review with one of your reps. In the review, she tells you there were 5 people involved in the last meeting. You ask her more about them. And you tell her to multithread with all these stakeholders in the buying committee of the deal….

Multithreading in Sales: The Modern Secret to Winning More Deals
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Multithreading in Sales: The Modern Secret to Winning More Deals

ByBhaswati B

B2B buying is no longer a solo act. Today’s B2B buyer is not an individual but a “buying group.” According to a Forrester survey, 94% of respondents sold to a group of three or more individuals, while 38% sold to groups of 10 or more buyers. Gartner also found that the number of buyers has…