Matthew Welch is back as our webinar guest. Matt will join Emma to share proven strategies for influencing customer buying decisions and building preference for your solution over the Competition.
Friday 16 October, 3 PM UK
Matthew Welch is back as our webinar guest. Matt will join Emma to share proven strategies for influencing customer buying decisions and building preference for your solution over the Competition.
A late-stage opportunity can still be lost if the team doesn't understand how the customer will make their final decision, and how they can influence it in their favour.
This blog includes a Decision criteria checklist and examples of both strong and weak qualification of Decision criteria by their team.
Watch: What Can inspir'em Bring to your Sales Kick-Off?
No two SKOs are the same, so we tailor every event to your goals, audience and business priorities. Watch the video to see how we help organisations create kickoffs that encourage team alignment, develop practical skills and equip leaders to drive performance long after the event ends.
Email us to find out more about our Sales Kick-Offs.
Refresh: Not all Decision Criteria are Created Equally
Our original Dc blog sets out the uncomfortable truth that not all Decision criteria are important to all people. The job of a seller is to find out the most important criteria for the most important person in the deal.
Influencing a customer is essential if you're to steer them towards your solution rather than a competitor's. Understanding how to influence is what sets the A-players apart. This article gives four simple but effective strategies to put into practice.
Sales Members: Run a Decision Criteria and Competition Road Test with your Customer
Not one but two road tests this week!
Both of these road tests involve you working with your Champion to map out the customer's Decision criteria and assess your differentiation relative to the Competition. Don't let "do nothing" be the solution that wins.
The best time to build the skills that will shape your results in 2027 is at the beginning of the year. From pipeline generation and strategic account planning to MEDDPICC foundations, our February courses lay the groundwork for strong sales performance throughout the year. Book early to secure your place.
