Blog

In today's ever-evolving business landscape, decision-making involves a multitude of stakeholders, making it crucial to adapt and thrive. Dive into this comprehensive guide to learn the essential skills to 'sell higher' in any organization and successfully gain access to C-Suite and executive-level buyers.

In times of tight budgets, companies are cautious about spending, and more people are involved in making purchasing decisions. Salespeople need to understand the CFO's priorities, decision-making process, and effective ways to work with them to close deals. Here are four important factors to get the CFO onboard.

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, weekly, and even daily activities.

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatically improve your odds of success. CTO’s set the technology strategy for the organization and then send the marching orders downstream. They also understand how your solution can potentially impact other departments within the organization—critical information in situations where you are navigating a complex sales process.

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is the "customer coach."