Categories: Sales Messaging
It amazes me how often technology salespeople from all corners of the industry are afraid to sell directly to the business side of our prospective customers. Far too often, there’s a Chinese wall that we’re leery of crossing partly because it isn’t in our comfort zone and because we don’t think we have the tools, insight and messages that will be successful. Unfortunately, this negatively impacts everyone involved. In 18 years of selling software, in every senior management conversation and in each interview I conduct for sales roles, we all agree that, “We need to sell to the business.” In the deals that are most successful for our customers and for us, that’s exactly what happens. Getting the business on our side and engaged makes the outcome far more guaranteed for them as well as moving the deal size (and value creation) higher by many multiples for us. It works for everyone.
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