B2B Sales Strategy: How to Effectively Engage Executives

Course details

Engaging executives is essential if you want to develop and close your top B2B sales opportunities and build client loyalty over time. Top level decision makers only spend time with salespeople who understand their priorities and add value for them during every interaction. In this course, Lisa Magnuson, a strategic sales expert, shows you how to leverage win themes—the areas where your prospect's priorities overlap with the strengths of your offerings—to gain executive receptivity when selling in a B2B context.

Concepts

Introduction

How to engage executives when selling big B2B contracts

Focus on Your Target Executive for B2B Sales Engagement

Choosing the right executive for your sales engagement
Developing your executive dossier
Identifying your initial value when selling to executives

Map Your Offering to Executive Priorities

Defining win themes for B2B selling
Uncovering executive priorities for your sales engagement

Prepare Your B2B Discussion Points for Maximum Executive Receptivity

Preparing for your executive exchange when selling
Compiling the right evidence to support your win themes

Develop a Winning B2B Sales Agenda

Seizing executive windows to deploy win themes
Building a winning agenda for enterprise sales

B2B Executive Relationships - Engage over Time

Identifying common sales pitfalls to avoid once-and-done
Developing your map for C-suite executive engagement

Conclusion

Enjoying ongoing executive access for enterprise selling