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. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the buyer segmentation phase on pages 274 – 276 of the PDF.


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?


If you need more help with Buyer Segmentation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 274 – 276 of the PDF. To request a workshop with an expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.



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.




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