Today's deals are increasingly complex, with higher budget scrutiny meaning more C-level players are involved in deals than ever before. It's critical that sellers are able to identify these key players, both visible and invisible, in their deals from day one and communicate value that speaks to their priorities.
Successfully navigating these conversations is essential to continuously closing high-value deals and achieving revenue goals in the current environment. Empower your sellers with skills and tools that will give them a greater impact with high-powered decision-makers in their deals. These resources explore strategies used by elite sales leaders to enable the C-suite sell across their entire sales force.
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. We break down how sales leaders can better equip their team to answer these 5 essential CFO questions.
Today's B2B customer is more focused on ROI than ever before, and they likely have multiple parties approving the deal through different criteria. In order to maintain timely sales cycles and hit revenue targets, it’s critical that leaders enable their sales teams to navigate these complex deals. Discover three strategies to help your sales force navigate deals with multiple high-level decision-makers.
The fundamentals of selling are the same, no matter if you’re selling to a CEO or someone lower in the organization. But there are certain skills that can give sellers more impact and get them in that CEO’s door faster. To close these high-premium deals, sellers need to be transparent, flexible, and genuinely interested in partnering with their buyer for the best outcome. Here are several tools you can give your sellers that will help equip them for these high-stakes conversations.
It’s never been more important to communicate value from the very first interaction. It’s critical that leaders enable a great hand-off from marketing to sales in order to make the most of high-value leads. As a sales leader, here are some actions you can take to help your commercial teams have a greater impact with buyers in the current economic environment.
Economic downturns are particularly challenging for sales organizations. It’s often harder for your team to close deals and meet their quota. Your customers are experiencing the effects of economic headwinds, and their buying behaviors are changing. Uncover strategies to help your salesforce have greater impact by enabling deeper discovery to leverage multiple champions.
One of our MOST requested guests is back for a Part 2! Tony Parinello is the bestselling author of Selling to VITO - the Very Important Top Officer. Tony knows how C-suite leaders think and what it takes to get them on your side in a deal. Today, John McMahon and John Kaplan talk to Tony about VITO priorities and how to win consistently with this stakeholder group in a game-changing episode for both sellers and leaders. Dig in and get in the mindset of how your team should be approaching these high-stakes conversations.
Get your team executing consistently at the C-Suite level to close bigger deals and achieve your revenue growth objectives.
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