Decoding The Buying Process

Today’s B2B buying processes are more fluid – and convoluted – than ever. More decision makers. More factors to consider. More alternatives. Not always linear. All of this can obscure what’s really happening in the buying process.

To cut through the noise and stay connected with buyers, today’s sellers must apply buyer-centric thinking to sales activities and interactions. There is no silver bullet or quick fix, but the right approaches will help your sales team get the results you want, while better serving your buyers.

On this episode of Modern Sales Straight Talk, hosts Mike Kunkle and Doug Wyatt share what it takes to decode your buyer’s buying process and improve your win rates.

Tune in to learn how to:

1. Capture an understanding of where your buyer is within the customer lifecycle
2. Uncover the key stages of the buyer’s process
3. Fully understand what you need to deliver to keep the buying process moving forward
4. Gain commitment at each stage of the buying process and ultimately commitment to purchase

Join us on the first Thursday of each month at 2:00 pm Eastern on The Sales Experts Channel!


Apr 01 2021


2:00 pm - 3:00 pm

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  • Doug Wyatt
    Doug Wyatt
    VP of Sales and Marketing, SPARXiQ

    Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.

    Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.

    Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.

    Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.

  • Mike Kunkle
    Mike Kunkle
    VP of Sales Effectiveness Services, SPARXiQ

    Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.

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