podcast | December 10, 2016
How Your Executive Buyers Make Purchase Decisions
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. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
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:
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