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X-WR-CALNAME:Bill Hart
X-ORIGINAL-URL:https://billhartbizgrowth.com
X-WR-CALDESC:Events for Bill Hart
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DTSTART:20150101T000000
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DTSTART;TZID=UTC:20150506T110000
DTEND;TZID=UTC:20150506T123000
DTSTAMP:20260422T121102
CREATED:20150325T171158Z
LAST-MODIFIED:20150504T125735Z
UID:609-1430910000-1430915400@billhartbizgrowth.com
SUMMARY:Know Your Buyer's Decision Process
DESCRIPTION:According to research by Salesforce.com\, 82% of sales reps are out of sync with their customer’s buying process. There are 3 stages in a complex sales process and there are 4 decision criteria that change in importance based upon the buyer’s stage. Do you know how to evaluate where your buyer is in their buying process? If not\, then you may be doing the right thing at the wrong time which creates more risk for the prospect. With an increase in risk\, prospects either delay\, get another quote or ask for a lower price to reduce risk. \nThe Buyer Behavior Model by Neal Rackham\, PhD is based upon research from 1500 B2B sales transactions. Neal  mapped out all the key decisions buyers make in their decision process and the stages that incorporate the buying process. \n“I believe your workshop helped my salespeople focus on completing each phase of the sales process before moving to the next.  No question this helped us meet our annual goal.” Rick Keith – Regional Sales Manager for Jack Henry & Associates. \nRegister \nhttps://www.eventbrite.com/e/know-your-buyers-decision-process-tickets-16842406090
URL:https://billhartbizgrowth.com/event/know-your-buyers-decision-process/
LOCATION:Serendipity Labs\, One S. Wacker\, Chicago\, IL\, 60606\, United States
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