Selling to Senior Executives in Times of Economic Uncertainty
Disruptions in the economy aren’t new, but how you handle them as a seller may need an update. How do you sell to an executive who may be tightening the purse strings in preparation for a rocky economy?
It’s all about keeping your approach focused on strengthening your client relationships, honing in on your buyer’s problems, and providing opportunities for solutions.
Using real-life company examples, audience participation, and a peek into ClientIQ, this webinar will help you develop a sales strategy that will have your buyers asking, “What recession?”
What we’ll explore:
A comparison of the current economic environment with previous recessions
How to create opportunities using four customer value areas
How to gain access to senior executives, including an overview of the executive mindset and a day-in-the-life
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.
