Getting to the Economic Buyer with Anne Gary
In today's episode of Revenue Builders, we have another conversation with Force Management Director Anne Gary. Anne is a skilled sales consultant and trainer with more than 20 years of experience in direct and indirect and channel sales, sales management, sales development, and sales operations. This time, we talk about misconceptions around who the economic buyer actually is, how their role has shifted with recent economic challenges, and strategies for gaining access to the economic buyer effectively by training and educating the champion. Here are some key sections to check out: 01:58 Who is the economic buyer? 08:24 The key to a successful EB meeting 15:11 Critical things to do prior to the meeting 20:33 Salespeople need to understand the pains of the customer process 28:13 What questions should you expect from the economic buyer? Additional Resources: Connect with Anne Gary on LinkedIn: https://www.linkedin.com/in/anne-gary-a054aa96/ Selling to the CFO - 5 Questions to Answer: https://forc.mx/3qs24qC Listen to our first conversation with Anne: https://podcasts.apple.com/us/podcast/finding-your-champion-with-anne-gary/id1610203369?i=1000567466279 QUOTES We should recognize that we should convert KPIs: “This is why, as salespeople, we need to have done all the correct work prior to the EB meeting. So we can ensure that the proposal that we're providing is strong enough for the EB to want to allocate budget, and reallocate budget dollars to our project instead of other projects. And the other thing that salespeople need to think about here is you're not just competing against your competition in the sale, a lot of times you're competing against all the other things that people are fighting for to steal budget dollars also.”