Blog

In these challenging economic times, sales professionals must meet with senior executives and C-Suite leaders who are empowered to make decisions and allocate budgets. When you consider that CXOs are participating in buying decisions 86% more often than they did just 3 years ago, not targeting them is simply not an option. Yet getting access has become exceptionally difficult as more and more stakeholders are now involved in B2B sales.

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.

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give me access to their boss.” “If I go over my contact’s head, I’m afraid I’ll ruin my relationship.” As sales professionals, I’m sure we’ve all had these thoughts go through our minds as we pursue new opportunities. Getting access higher in the organization can certainly be challenging, but insinuating that the person you’re talking with isn't empowered or important enough for your presentation isn't a great way to build trust and rapport. And it’s not a good excuse to give up on the deal either. You need another approach.

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."