8 building blocks of greatness in b2b tech sales
TRANSCRIPT
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8 Building Blocks of Greatness in B2B Tech SalesSoftwareSalesSchool.com
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Win, Keep, and Grow Customers?Learn to leverage the building blocks to total engagement, and you can.
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Building Blocks of Greatness in B2B Tech Sales
CARE KNOW SHARE PROVE
GUIDE FINISH CELEBRATE
RESTART
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CAREDo you both care most about the same thing?Focus on customer challenges.
Focus on them.
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KNOWDo you understand customer industry, competitors, and performance?Understand how you make an impact.
Understand your impact.
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SHAREDo you bring unique, compelling insights?Share what makes you are a powerful partner.
Capture their interest.
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PROVECan you ensure success better than your competitors?Show customers how you’ll help them succeed.
Link effort to results.
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GUIDEDo you talk openly and often?Help customers stay focused on achieving results.
Overcome resistance.
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FINISHCan you drive to the finish?Get where you said you would go – together.
Document accomplishments.
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CELEBRATEDo you celebrate achievement?Honor past success to stay engaged and motivated.
Drive the win home.
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RESTARTDo you have more than one idea? Execute long-term roadmaps to keep customers for life. Become great at selling technology to busine
ss.
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Learn to Elevate Your Customer Conversations in B2B Software Sales
SoftwareSalesSchool.com
Gregg NicholsChief Sales Strategist