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Customers typically ask 8-10 stakeholders to influence a purchase.

Mo•bi•liz•ers (noun)
Individuals within a company who are proven to initiate change and secure purchase agreement.

A Closer Look: Seven Buyer Profiles

Quantitative analysis reveals who reps engage within an account is a critical differentiator of performance. Analysis of more than 700 reps exposes seven buyer profiles in today’s purchasing environment, three of which fall into the “Mobilizer” category and are far better at driving purchase agreement within their organization. Download the Profile Descriptions.

High-performers inherently gravitate to Mobilizers given their ability to identify and resolve obstacles among other stakeholders. Use these findings to teach your core reps to identify the right buyer profile in their customer organizations and accelerate closed business.

The Teacher The Teacher
The Climber The Climber
The GuideThe Guide
The Go-GetterThe Go-Getter
The BlockerThe Blocker
The FriendThe Friend
The SkepticThe Skeptic

Download Buyer Profiles

How We Are Helping Members

Assess Reps

Identify and Engage Mobilizers

Adopt Commercial Teaching
 
  • Rep Skills Survey
  
  • Mobilizer Identification Toolkit
  • Commercial Coaching Road Map
  • Coaching Toolkit
  
  • Choreography of a Teaching Pitch
  • Commercial Teaching Competencies
  • Webinar: Closing Complex Sales by Teaching Customers How to Buy

About CEB's Support for Sales and Marketing Executives

Our proprietary research yields insights that upend conventional wisdom and change the way Sales and Marketing leaders address long-standing and emerging business challenges. With our guidance and tools, Sales and Marketing leaders drive excellence in their organizations. The practice includes the Sales Executive Council, Sales Leadership Roundtable, Marketing Leadership Council, Marketing Leadership Roundtable, and several other related products.

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