As your buying group grows to more and more people, the likelihood of purchase drops as much as 50%. There is clearly a huge opportunity to increase likelihood of purchase and close rates, if we can just break the buying dysfunction.
Only 28% of account executives who sell B2B know how to effectively drive agreement in buying groups.
Marketers generally think of their role as being responsible for delivering individual qualified leads over to the account executives or sales team, but if this is all you’re doing, you’re not doing your job. What if you could discover and engage other parties in the buying group before handing it over to the sales team?
In this episode, Garin Hess, VP of sales at Consensus, talks about how to solve group-buying disfunction.
