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Live Digital Panel - July 22, 2020

Removing boundaries to buying

There's a whole new set of challenges your buyer is facing that you're probably not yet addressing.

Join this live digital panel to learn how to remove buyer friction and build trust throughout the process in this world where all prospects are buying from home.

During this event, our panelists, Tom Williams, Co-Founder & CEO at DealPoint, Jonathon Blackburn, Director of Sales at Lattice, and Michael Randazzo, Senior Marketing Director at Challenger, unpacked the challenge of buying from home to reveal actionable steps that you as a seller can implement today to become more effective at closing deals.

Key Themes -

  • New Buyer Friction - How it’s changed and what we’re seeing

  • Buying Software is Risky - How to negotiate a more acceptable risk tolerance and how we avoid the “no” decision

  • Making it Easier for your Buyer to Buy - Stopping deals from stalling and Mutual Action Plans

Key Takeaways -

  • To build trust, make sure you are working towards your customer’s end value and if your customer thinks you’re concerned with your “boat payment” and calendar, trust will decrease.

  • Be creative with understanding how buyers buy and how you’re tweaking your process and go back to old ideas that may not have worked before, but could work now.

  • 38% of customer purchase journeys end in no decision today, and this is an early-stage problem. Be careful of the messaging that you’re presenting to stakeholders early on.

  • Make a plan and demand validation from the customer - you both need to agree on it.

  • Challenger research shows that the average buying group has around 11 people that need to come to a consensus before purchasing.

  • Check out key takeaways from The Challenger Customer here.