How to Sell TOP Down and Win

Today salespeople are struggling with getting meetings with anyone, never mind the right people. What we are missing is the skill and experience to earn the conversation with executives that need what we sell but just do not know it yet. In some cases speaking with anyone but the executive turns into a time-wasting trap. On today's Brutal Truth, I speak with a Salesperson who only prospects Executives because they are the only ones that will care and appreciate his company's differentiators, and how he does this is NOT email and cold-calling pitches, which he believes is counter-productive.

Here is what YOU will learn:

• Why some products will only appeal to executives.
• Why the SDR braindead cadences are a waste of time in the enterprise.
• The best approach is to build a relationship with top executives.
• Why the "buying committee" is BS and how to avoid the trap.
• Instead of mindless KPI activity should be replaced with networking skills.
• How to control the decision process instead of reacting to it.

If YOU want to make this your best year ever in sales, this episode is a must-listen too. You can hear it on?iTunes?and?Spotify?or watch it on?YouTube.

You can watch all the videos on YouTube, and if you are more interested in tips and tricks, then follow:?Sales Questions Brutally Honest Answers - PodCast

or sales leadership:?The Sales Leadership Show / PodCast revenue management collective