Full-Funnel B2B Marketing Show Episode 20. Influencing B2B decision making with Karl Karafiat
May 27, 2020
50:41
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As you know, the sales process when you are targeting enterprise companies is much longer than average on B2B markets, you’ve several decision makers, you need to have right processes to influence the decision making.
So I invited Karl Karafiat, founder of Sleighdogs, and a seasoned entrepreneur who used to sell to companies as Accenture and Mercedes Benz, to dive deeply into the topic and share with you how to influence B2B decision making.
What we'll discuss:
+ How to acquire enterprise monsters as Accenture or Mercedes Benz
+ How to engage with several decision makers
+ How to figure out the decision making process in your target account so you can then influence it?
+ How to influence the decision making process?
+ What to do in cases if one of the decision makers is ready to start the business and another one who wasn’t involved in the negotiation process held the project on pause?
+ What are the techniques that can be used to influence the decision-making process in case if you aren’t able to talk with the decision maker?
+ In case if target account arranged a tender so you just one of the contractors that applied to win the contract, how to stand out from others and influence the decision making?
Karl Karafiat on Facebook: https://www.facebook.com/karafiat
As you know, the sales process when you are targeting enterprise companies is much longer than average on B2B markets, you’ve several decision makers, you need to have right processes to influence the decision making.
So I invited Karl Karafiat, founder of Sleighdogs, and a seasoned entrepreneur who used to sell to companies as Accenture and Mercedes Benz, to dive deeply into the topic and share with you how to influence B2B decision making.
What we'll discuss:
+ How to acquire enterprise monsters as Accenture or Mercedes Benz
+ How to engage with several decision makers
+ How to figure out the decision making process in your target account so you can then influence it?
+ How to influence the decision making process?
+ What to do in cases if one of the decision makers is ready to start the business and another one who wasn’t involved in the negotiation process held the project on pause?
+ What are the techniques that can be used to influence the decision-making process in case if you aren’t able to talk with the decision maker?
+ In case if target account arranged a tender so you just one of the contractors that applied to win the contract, how to stand out from others and influence the decision making?
Karl Karafiat on Facebook: https://www.facebook.com/karafiat