Selling Higher – Are You Ready To Climb?
Selling Higher Thursday, January 27th, 2011
The fact that decisions are now being made at a higher level necessitates a completely different approach to selling…
Selling Higher: Your Essential ‘C Level’ Glossary
Selling Higher Thursday, January 27th, 2011
C Level executives don’t think, act, or even talk like their lower level colleagues. One of the implications is that when salespeople start selling higher must revamp their vocabulary.
Selling Higher – Some Tips
4 Access is a Privilege, Not a Right, Selling Higher Tuesday, October 26th, 2010
Here are some tips to guide you in selling higher in your target accounts: Put a relationship management plan, or programme in place. Don’t just pick up the phone once, or send just one letter, or email. Dedicate your team to a programme of ongoing and systematic contact with your target list. Send interesting articles, email [...]
Selling Higher: How it will both challenge and reward you
Selling Higher Wednesday, July 8th, 2009
The reality is that in today’s tough marketplace, the power to buy has been wrestled away from many middle and lower level managers. In budget strapped organisations only the most senior executives have the authority to make big buying decisions. Although previosuly content to sign-off on the decisions, or recommendations of their lower level colleagues, [...]
Experts outsell salespeople every time
Selling Higher, Uncategorized Thursday, October 30th, 2008
The level of expert knowledge is the key factor differentiating high-performance sales people from the rest. The demise of the salesperson Buyers are increasingly sceptical of sales people. Experience has thought them not to believe everything that they are told, or top rely on the salesperson for; insight, information, or expertise. The rise of the [...]