Effectively Selling (and Marketing) to B2B Buying Groups w/James Korte

2021-04-15

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The one and only James Korte is back and he did the homework for us! He’s been reading a book called The Challenger Customer, which explores the complexities of selling and marketing to buying groups rather than individuals. We’ll explore how these groups are formed, why they present challenges, and where breakdowns occur. Who/what are you actually competing with? What are the common roles in a buying group? How do you get into the process earlier and champion change with your customers? #VARValue – What are some key takeaways to consider when t...

The one and only James Korte is back and he did the homework for us! He’s been reading a book called The Challenger Customer, which explores the complexities of selling and marketing to buying groups rather than individuals. We’ll explore how these groups are formed, why they present challenges, and where breakdowns occur. Who/what are you actually competing with? What are the common roles in a buying group? How do you get into the process earlier and champion change with your customers?

#VARValue – What are some key takeaways to consider when tackling buying groups?

What's TEConnecting with us:

James - Oribi

Dean - 3D-printed housing community

John - NOT TEconnecting - The Fox/Bally Regional Sports Networks debacle

Talk to Us!

Twitter - @TEConnectPod

Email - TEConnect@bluestarinc.com

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Elo In-a-Box Solutions

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Zebra TC21/TC26 Healthcare mobile computers