In this article, you’ll learn how to chart external companies. A useful way to do on a practical level is mapping the accounts and depict the relationships at your prospect company visually. The smarter strategy is connecting with your customers on a deeper level, identifying the decision-makers, and creating a consensus. ![]() ![]() So you can’t keep hopping on one sales call after another to hear a straight “yes”, or else you will leave a LOT of value on the table. A survey of 5000 stakeholders by CEB found that, on average, 5.4 people now sign off on each purchase. In today’s complex buying environment, relying on one executive to single-handedly close the deal is ineffective. However the next day, your prospect gives you a “no.” Ouch. ![]() You lead the conversation on the sales call and convince your account contact. You see a huge conversion opportunity in a prospect.
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