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Win Over Decision Makers with Virtual Executive Presence

Julie Hanson

Win Over Decision Makers with Virtual Executive Presence Landing a virtual meeting with a decision maker or anyone in the C-Suite is your golden ticket to go beyond entry-level conversations about features, functions, and prices and fast forward to strategic discussions and setting the bar for the competition.

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Why Business Decision Makers tune out Left Brain Thinkers

Babette Ten Haken

That is why business decision makers turn off and tune out presentations and communications from the left brain thinkers in your organization. When business decision makers tune out these talented professionals, their actions negatively impact workforce productivity and profitability in your organization. Hands down.

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Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

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Sales Tips: Who Is REALLY the Decision Maker?

Customer Centric Selling

Sales Tips: Who Is REALLY the Decision Maker? Looking at the org chart, many sellers would have assumed the SVP was the decision maker. As it turns out, the SVP had confidence in the Training Manager and effectively “rubber stamped” the decision. Deadline to register for Denver, Dec 2-5 is TODAY!

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Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

Sales Tips: Maintaining Contact with Decision Makers. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. That said, many sellers get delegated but in the hand-off lose contact with decision makers. Larger transactions are likely. Shorter buying cycles will often result.

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Crush Your Goals: Five Tips for Enterprise B2B Account Executives at Quarter Start

MEDDIC

This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Strategic Accounts: Target key decision-makers at your “dream accounts.” If you have been to MEDDIC Academy workshops, you know a lot more of these “asks.”

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A Broken Rule of Thumb

Selling Energy

I talk a lot about “broken” financial metrics on this blog and in my online and in-person workshops. One of the “rules of thumb” that is commonly used by decision-makers is the “maximum 2-year simple payback” rule.