Selling Executives

Sales Intelligence: Accelerate New Opportunities in 30 Days Accessing Decision Makers

By | July 17th, 2017|Categories: Blog, Featured, Resources, Selling Executives|Tags: , , , , , , , , , |

I was speaking at a business group of local technology companies, start-ups and established businesses. They told me that a key priority was more quality appointments with influencers to help build more productive and higher-convertible pipelines.

Consultative Selling: Improve Pipeline Velocity 15% Selling Sr. Business Execs

By | June 5th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

When SAP© hired London-based Loudhouse, the research division of Octopus Group specializing in B2B “brand to sales” technology, to produce their “What’s the Future of Sales” study and paper, I was skeptical on whether there would be significant insight to help predict the future.

Trusted Adviser Sales – 15% More Opportunities Unifying Buying Committees

By | May 29th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

For the clear majority of Vendors, irrespective of their products or markets sold into, new accounts are the growth engine. Especially in Enterprise sales, there are several reasons why it’s so challenging to break into new accounts.

Sales Conversations: Why Deep Listening is THE Competitive Advantage

By | February 1st, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

Effective business communication sits above the spoken word more than it does on the written word. Above the spoken word is an even greater power in the art of influencing which is based not on how they talk…. but how they...

C Suite Selling: 7 Surefire Ways for 2X More C-Level Meetings

By | January 9th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

The executive has granted you a meeting because they believe you will bring some insight or guidance on how they can do a better job in dealing with their top issues or initiatives. Plain and simple! You must be a consultative, value-based sales resource

Engage the Decision Maker: I got the meeting; How to Keep you in the Room

By | December 24th, 2016|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

Regardless if you are selling for an Enterprise leader, SMB company, or well-funded Startups; your Target Account sponsors or stakeholders all struggle with making an effective business case on buying from you irrespective of what you sell.

High Performance Selling: 30 days to Boost “B Players” Meeting Effectiveness

By | September 10th, 2016|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

There are six important tasks that most “A Player” sales reps perform before they meet with a prospect, whether an important, strategic one, or just opening a new opportunity.

Improve Sales Pipeline Quality 20% Selling Sr. Financial Executives

By | July 27th, 2016|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

Behind every enterprise or corporate project involving buying software, hardware, products, services, outsourcing, the cloud, etc., there are underlying currents of RISK impacting the decision-making process.