Differentiation Opportunities & Challenges
- Selling to Executives within your client/prospect base will lead to:
- Bigger deals
- More profitable deals
- Reduced sales/decision cycle
- Greater sales productivity
- So, herein lies the challenge:
- Executives need more help than at any time in history … they have fewer resources
- Executives are busier and more accountable than ever
- They will only grant time to people they view as “Trusted Advisors”
- If you are on par with your competitor’s sales organizations you have no differentiation & therefore are not viewed as a “Trusted Advisor”
- Executives buy, not because they understand, but because they feel understood
In the next post we'll cover the specific questions that YOU MUST BE ABLE TO ANSWER to have any legitimate shot at becoming a "Trusted Advisor", thereby creating the relationship differentiation you need, thereby driving more effective executive level selling. We will also cover where those answers can be obtained most efficiently (we don't want to turn you into business/financial analysts).
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