Big-ticket sales of services in the B2B space are far more complex today than ever before. In order to penetrate a company and create an opportunity for a sale, B2B organizations must focus on the fact that any high-consideration type of purchase will involve key stakeholders, influencers, founders, decision-makers, etc. When it comes to making a large B2B purchase, identifying and understanding how to target these key influencers and decision-makers is essential to the selling process.
Regardless of what industry sector you are targeting, your sales strategy should involve a number of elements which target these influencers to react in a certain way. B2B firms seeking the attention of these purchasers must maintain a