Startseite
Podcasts
Revenue Builders Podcast
Getting Buy-in for the Buying Process with Patrick Ball

Getting Buy-in for the Buying Process with Patrick Ball

Revenue Builders vor 1 Jahr

0:00

7:19

In this short segment of the Revenue Builders Podcast, we revisit
the discussion with Patrick Ball, CRO of Crux Informatics, to
explore the power of a well-defined sales process. Patrick shares
how aligning with the buyer’s journey improves win rates,
eliminates wasted efforts, and sets the foundation for a strong
business case. He also discusses key red flags to look for, the
role of stakeholder engagement, and how to structure a sales
motion that drives real value. If you're in B2B sales, you won't
want to miss this deep dive into sales execution.

KEY TAKEAWAYS

[00:01:37] 53% of buyers select a vendor based on the buying
process, making structured engagement essential.

[00:02:05] How a clearly defined sales process builds trust and
credibility with prospects.

[00:02:53] The importance of “go/no-go” checkpoints to prevent
wasted time and stalled deals.

[00:04:15] Red flags that indicate you’re dealing with the wrong
person in the buying process.

[00:05:09] Why business value assessments (BVA) are critical to
securing executive buy-in.

[00:06:10] Understanding the complexity of selling a managed
service vs. traditional SaaS.

QUOTES

[00:01:37] “53% of buyers choose a vendor based on the buying
process. So why wouldn’t we want to control that in the best
possible way?”

[00:02:53] “A well-structured sales process keeps both the vendor
and the prospect in lockstep, ensuring we’re not wasting time on
deals that won’t close.”

[00:04:15] “If a prospect resists engaging in a business value
assessment, it’s often a sign you’re talking to the wrong
person.”

[00:05:40] “Sales isn’t just about a single point of contact—it’s
about engaging all the necessary stakeholders to drive a deal
forward.”

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-process

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:

https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:

Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform
here:

https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply
here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management