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.”