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[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

LeveragePoint

Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Product managers tend to take a technical, operational and analytical approach to new alternatives. Gatekeepers. What is a stakeholder’s role in the buying process? Organizers.

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8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

Examples of these can be CXO, Director of X, or gatekeeper. Additionally, you can get creative by adding personality traits such as “super direct,” “in a hurry,” “analytical,” or “distracted.”. This also provides opportunities for competitions and incentives tied to intentional improvement. Trust me, it will emerge.

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Top 25 Incendiary Social Selling Secrets

Tony Hughes

But change is hard and change management can take time and aligning incentives is a must. When you succeed, LinkedIn gives you more so that's definitely incenting the right behaviors! What are the best messages? Engaging with your inbound leads in any channel in the first five minutes is everything.