Speakers: Gary Ackerman | Greg Alexander, SBI

Buyer Segmentation

 

Today’s topic is understanding how executives make purchase decisions. Failure to understand, exactly, how the executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing your number. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number. 

 

Joining us is Gary Ackerman, the SVP Head of Global Sales at Pepperjam. Pepperjam is a performance marketing company focused on helping global advertisers drive e-commerce sales. During the interview, Gary will demonstrate how executives make purchase decisions by using Pepperjam as an example.

 

Executives are changing the way they make purchase decisions. Some are altering their evaluation criteria. Others are involving more people in the decision-making process. Some are changing their preferences for how they want to engage with your sales team. Decentralized decision-making is becoming centralized, and centralized decisions are now being made regionally. And on and on. Failure to exactly understand how executives are buying will prevent you from growing revenue.

 

In the first segment of the program Gary provides an overview of the profile of his buyers and describes the buyer’s journey. We discuss in detail how Gary figured this out.

 

The second segment breaks down the reasons why executive decision makers don’t buy. The reasons are identified and the evaluation criteria used by these executives is discussed to understand how they decide to buy from you or someone else. Listen as Gary describes the approach to a centralized or decentralized executive team.

 

In the final segment of the show Gary answers the following questions about Buyer behavior:

 

  • Does the customer’s buying process vary by market segment, customer profile, the product you are selling, and the sales channel you are using?
  • Which sales channel (i.e. face to face, web, phone, etc.) does your customer prefer to buy through and how did you determine that?
  • Have you validated your value proposition with the executive decision makers and if so, how?
  • What skills/competencies does your executive decision makers want your sales team to have, and how was this determined?
  • Is your sales team best-in-class in these areas, and how did you find out?

     

Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job

 

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ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >