Course Code: SALES-105

Format: In-Person / Virtual

Description: B2B deals involve an average of 6-10 stakeholders. This course applies Organizational Buying Behavior theory to map the political landscape of client accounts. Learn to identify and align the conflicting interests of Deciders, Gatekeepers, and Users.

Learning Objectives:

Create a stakeholder map for complex accounts.

Strategize access to the "Economic Buyer" past the "Gatekeeper."

Build consensus across siloed departments.

Scholar-Practitioner Framework:

Theory: Organizational Buying Behavior.

Application: Stakeholder Power/Interest Mapping.

Curriculum: The 4 Buyer Archetypes; Multi-Threading Strategies; Consensus Building.