Stop Selling. Start Building Consensus.

by Jakob Soderberg | (Jan 23, 2019) | Stakeholder Management

As we’ve discussed here (Who is Buying? Identifying the right stakholders in your deal) and here (Knowing the 5.4 people in your deal), how companies buy high-value goods and services has changed pretty radically over the last decade. So has the pressure on sales organizations to accurately forecast and drive revenue.

Stakeholder Management Taken to The Extreme

by Jakob Soderberg | (Apr 12, 2016) | Stakeholder Management

With the recent book, The Challenger Customer by CEB it should be fairly obvious for anyone involved in Complex Sales that you need to identify, map and analyze the 5.4 stakeholders involved in the buying process and buying decision.