3 Things to Consider When Meeting With an Executive
We interviewed 20+ executives when writing our book Insight-Led Selling. What did they all have in common? They want sellers to tell them something they don't already know about their business, and how their solution can help. In this episode, Dr. Stephen Timme covers three things to consider when meeting with an executive to move the deal forward.
With buying groups further along in the buying journey, and the number of stakeholders continuing to expand, it's more important than ever to show how your solutions solve your customers’ problems.
Most sellers avoid discussing a customer's financial performance. Our research shows only 23% believe they understand it well. Learn how advanced sellers use financial information to demonstrate account knowledge and drive buyer engagement.
