In this episode of the Luxury of Choice podcast, host Steve Vaughan and his colleagues Jonathan Slasinski, Christian Walter and Pascal Le Floch discuss the importance of managing stakeholder groups in B2B sales, particularly in the life sciences sector. They explore the necessity of engaging with multiple stakeholders beyond just the end users, including decision-makers in various departments such as operations and IT. The team discuss the need for a balanced approach between top-down and bottom-up strategies in sales, as well as understanding the unique needs and concerns of each stakeholder involved in the purchasing process. Topics include the need for empathy, curiosity, and relationship-building, especially with purchasing departments, to enhance sales success. They also discuss the challenges posed by organizational politics and the significance of timing in the sales process, particularly in avoiding the rush at the end of financial periods.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche, Jayne Green and Jonathan Slasinski are Sales Trainers from george james ltd. You can email the show at: [email protected]
The trainers on LinkedIn:
Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/

Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/
george james training website https://georgejames-training.com/