It’s easy to tell salespeople to “think like an executive customer.” It’s much harder to help them do it.
Enter Advantage. We believe that creating a C-Level mindset requires transforming the relationship salespeople have with buyers. Instead of flogging product, they must demonstrate a consultative understanding of the customer’s business. Instead of proposing scattershot ideas, they must deliver the value that the C-Level demands — precise solutions to specific business needs.
Advantage recently helped a sales team develop C-Level relationships, coach more effectively, and think more consultatively. Once they began to think like their C-Level buyers, the team was able to sell a new solution to a different contact at a higher level.
Our Advantage Way Success Case showed an immediate business impact of increased multi-year sales contracts and expanded business with current customers. The client said, “The examples cited in the Success Case alone prove that the investment paid for itself, and that’s just scratching the surface.”
Latest posts by The Advantage Team (see all)
- Play it again - September 7, 2017
- What’s missing when training fails? Get the key ingredient. - August 24, 2017
- Are you a Multiplier? - August 17, 2017