• Buyer's Matrix - Sales Influence Podcast - SIP 545

  • Mar 6 2025
  • Length: 10 mins
  • Podcast

Buyer's Matrix - Sales Influence Podcast - SIP 545

Listen for free

View show details

  • Summary

  • Stakeholder Framework

    🎯 The MUTE acronym (Management, User, Technical, Economic buyers) provides a comprehensive framework for identifying and addressing key stakeholders in the sales process.

    🔍 Stakeholders are distinguished from buyer personas by their actual decision-making responsibility within the company, making them crucial targets for sales efforts.

    Buyer Concerns

    💼 Management buyers (executives and above) are essential for ultimate decision-making, while User buyers focus on practical application of the product or service.

    🔧 Technical buyers evaluate interoperability, upgradeability, expandability, and compatibility of products with existing systems, as well as long-term maintenance.

    💰 Economic buyers (purchasing department) prioritize price, breakeven points, return on investment, and return on assets when considering a purchase.
    Show More Show Less
Show More Show Less

What listeners say about Buyer's Matrix - Sales Influence Podcast - SIP 545

Average Customer Ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com.au reviews

Amazon Reviews
No Reviews are Available
In the spirit of reconciliation, Audible acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.