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Selling Skills | Prospecting

It’s harder than ever to reach senior executives. The usual protections provided by gatekeepers are still there—but now it’s compounded by extra physical distance and other distractions. In this environment, sales reps need to ensure they are perceived as being relevant and bringing fresh insights to the valuable meeting once they get it. They need to speak senior executives’ language and be clear about their objective. The payoff is engaging in more strategic relationships, developing longer-term relationships, insulating themselves from the competition, and closing more large deals. Here are four simple steps – also known as the RAMP method – that can help you sell higher in the organization.

Prospecting

We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition.  The question is, how do you get the meeting, and what do you do when you get there?  

Prospecting

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

Selling Skills | Prospecting

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improve your sales results.

Prospecting

On this Q&A episode: "What do you do if your competitor's product is better for the client?"

Prospecting

On this Q&A episode: "What do you do when your competitor flat out lies? I'm not talking about a rogue salesperson making up fibs. I mean when their company market materials contain figures that are significantly inflated or entirely fabricated?"