Webinar
On-demand
Sales Development in the Era of Buying Groups
January 2025
Speakers
Buying Groups
CRM Data
Demand Generation
Duration: 57 minutes
Your pipeline isn't stalling because your reps aren't working hard enough. It's stalling because the buying committee is bigger than the one contact on your opportunity record.
B2B purchasing decisions now involve multiple stakeholders, but most revenue teams are still building pipeline motions around individuals — chasing the hand-raiser, booking the meeting, and calling it qualified.
In this session, we break down what it takes to move from a lead-based model to a buying group motion.
What you'll learn:
- Why outbound volume is producing diminishing returns, and what high-performing teams have replaced it with
- How to define buying group personas using historical win/loss data
- How to enforce a minimum buying group threshold before an opportunity progresses
- How SDRs, AEs, and marketing divide accountability for multi-threading
- The Salesforce changes you can make today, starting with Opportunity Contact Roles