Buying Committee

According to a recent Harvard Business Review study, the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today, and these stakeholders come from a lengthening roster of roles, functions, and geographies. Challenges in buying committee coverage have caused many a promising B2B deal to go off the rails.  Winning buy–in from multiple decision makers is considered one of the toughest challenges for the modern B2B salesperson.  Large enterprises sometimes have a dozen or more people with significant influence on purchases.