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Вміст надано Gabriella Mirabelli. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Gabriella Mirabelli або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
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UN 305 - IJRM. B2B Sales & Dealing with Dissent.
Manage episode 405082043 series 1254976
Вміст надано Gabriella Mirabelli. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Gabriella Mirabelli або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
In today's podcast interview, we delve into the complex world of business-to-business (B2B) sales dynamics with Dr. Jeff Johnson, Associate Professor of Marketing at UMKC's Henry W. Block School of Management. The focus of our discussion centers on the challenges B2B salespeople face when selling into a buying center, especially when encountering dissent among group members. His insights shed light on the intricate dynamics of B2B sales and offer practical guidance for navigating dissent within buying centers. By understanding the nuances of dissent and employing adaptive strategies, sales professionals can enhance their effectiveness and drive successful outcomes in B2B sales engagements.
110 епізодів
Поширити
Manage episode 405082043 series 1254976
Вміст надано Gabriella Mirabelli. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Gabriella Mirabelli або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
In today's podcast interview, we delve into the complex world of business-to-business (B2B) sales dynamics with Dr. Jeff Johnson, Associate Professor of Marketing at UMKC's Henry W. Block School of Management. The focus of our discussion centers on the challenges B2B salespeople face when selling into a buying center, especially when encountering dissent among group members. His insights shed light on the intricate dynamics of B2B sales and offer practical guidance for navigating dissent within buying centers. By understanding the nuances of dissent and employing adaptive strategies, sales professionals can enhance their effectiveness and drive successful outcomes in B2B sales engagements.
110 епізодів
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Схожі до Up Next with Gabriella Mirabelli
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The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
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Hear the stories, learn the proven methods, and accelerate your growth and future through entrepreneurship. Welcome to The Foundr Podcast with Nathan Chan. About the show: For over a decade, The Foundr Podcast with Nathan Chan has been a leading entrepreneurship podcast for open-book conversations with, by, and for founders. Whether you're starting, building, or dreaming about your business, The Foundr Podcast is where you can access experienced founders who've been in your shoes to learn th ...
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continue reading
Player FM - додаток Podcast
Переходьте в офлайн за допомогою програми Player FM !
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