The MedMen Show: Fast, Smart Insights for B2B Sales Professionals Proactive Decision Criteria: A Game-Changer for Sales Leaders
May 22, 2025
Proactivity in decision-making can change the game for sales leaders. Real-life examples reveal how engagement—or lack thereof—from vendors influenced purchase outcomes. Hosts discuss the importance of economic criteria like costs, completion, and confidence over mere product demos. They emphasize the need for building champions within organizations and highlight the pitfalls of price-driven decisions. Strategic outreach from executives can open doors, but aligning with champions is crucial for successful engagement. Staying ahead of shifts in buyer dynamics is key to winning deals.
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Champion Brings A Ready Brief
- Andy and Pim describe hiring a new COO, Julie, who championed a customer-success platform she'd used before. Julie briefed the team and acted as a champion but had not yet converted internal stakeholders to vendor A's cause.
Attach Decision Criteria To Strategic Goals
- Do connect your product's decision criteria to the buyer's strategic goals and pains. Pim says sellers needed proper discovery to attach value to what he wanted to achieve.
What Economic Buyers Really Care About
- Economic buyers focus on cost, completion, and confidence rather than product bells and whistles. Andy emphasizes higher-level value and resource impact over technical features.