Five Ways to Make Strategic Account Selling Produce More Opportunities. Did you know that the average tenure of sales leaders is between just 18 to 24 months? So, as a sales leader how do you differentiate yourself? The defining difference between those who succeed and those who get the early exit is their ability to drive more sales opportunities [...]
Business outcomes or value briefs can be an advantage for any sales rep to become more knowledgeable about their specific account. They are a beneficial tool to help you close more sales and give you deeper insight into the operations of the company. But, more than that, business briefs are useful tools down the entire marketing and [...]
If you are the elite salespeople who get meetings directly with C-level executives, they either really like you or really like your product. Now it’s time to drive the sales opportunity and be well prepared to close the deal. It’s a situation that keeps all salespeople up at night. How do I sell a C-level executive that [...]
Sales reps are the face-to-face employees of the company—the ones going out and forging new relationships for business. They work tirelessly with their interpersonal skills so they can build strong connections for new sales—why should they care about financial literacy? To sales, finance would seem like a foreign language, but it’s the language of the C-level executives who make [...]
Get meetings when selling to C-Suite Executives Nicholas Read's book, “Selling to the C-Suite: What Every Executive Wants to Know About Successfully Selling to the Top is a great read. He states 84% of executives polled and interviewed claimed they would give access to meet with a Salesperson if they were recommended internally. Accessing and Selling to C-Suite [...]
ABM, or Account Based Marketing, continues to flourish and accelerate as both a highly-effective technology and marketing best practice. The effectiveness of targeting a limited number of accounts in a direct, 1:1 application of personalized messaging and relevancy is without question.
90%+ of all Sales Reps are unable to quantify their business outcomes, present it with financial acumen, and align it with the prospect’s P&L.
Revenue AcceleratorsTM, the innovator and leader in Business Outcome Sales Technology Intelligence solutions & services for vendors, announced today they are providing new, cost-effective bundles for their technology services.
Salespeople cannot expect to meet the specific needs of a prospective customer without completely understanding their industry and company goals.
Vendors that do not recognize the “value gap” may see a looming problem in 2018 as market conditions continue to change. What is the gap?