It’s not uncommon for there to be two phases in the customer buying process, a down select phase and a finalist phase. Yet, for many, there is only one sales campaign, even though the competitive landscape may change dramatically, shifting from an array of competitors to just a few with the lead competitor potentially moving ... Read More >
As seasoned account executives, we know the drill when it comes to executive meetings: The preparation we do up front How we set up the call logistically The pleasantries, as we open the meeting The value positioning to capture interest Asking the right questions and listening carefully to the responses Enhancing, in real time, the solution approach to better align with ... Read More >
As account executives, we all compete for business. So, where does that put our primary focus, on the customer or the competition? Most default to the customer and for good reason. Requirements, such as, understanding customer needs, the buying process, company vision, direction, and priorities, mapping out the political infrastructure, and building relationships, just to ... Read More >
We all know how to close business – ask for the order, surface and jump any objections, secure a commitment, and let it be known to others in the account that a decision has been made in your favor to make it more difficult for a competitor to turn the decision around. Then, we ... Read More >