THE Consultative Selling Edge (Part 2 of 4)

From Part 1 here are the areas that will give our organizations a true consultative selling edge.  We must be able to:

• Understand executive buying motives ... what is keeping an executive awake at night
• Understand the issues and language of the specific vertical market and role we are selling into
• Craft messaging and solutions that resonates with, and addresses, that executive's issues
• Corral support from other functional buying influences within the pursuit by having a better understanding of their roles and how they are impacted by these issues
• Align and enable 360 degree communication and feedback between Product Development, Marketing, Sales and Channel Partners (if applicable)