Slide 1

To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT.

1DISCLAIMER

This presentation is not intended for every salesperson. It is specifically focused on the skills and strategies required to sell large spend, high-impact solutions to the Fortune 1000.

This presentation is not intended for every salesperson. It is specifically focused on the skills and strategies required to sell large spend, high-impact solutions to the Fortune 1000.

2DIFFERENTIATE OR DIE!

To avoid commoditization, differentiate your product, service and sales approach.This presentation focuses on how to differentiate sales approach.INSIGHT, IDEAS & IMPACT

Selling to executives requires understanding of why they would meet with a salesperson. Uncertainty is the lever that opens the door. Executives are willing to meet with people who provide fresh ideas that challenge their assumptions and shift their paradigms so they see their business in a new light. If you share just one provocative idea with them--customized to their business objectives and challenges youll be positioned as a salesperson that is more intelligent, more insightful, more visionary, and certainly braver than the competition.

BUSINESS INTELLIGENCEEnterprise salespeople must speak the language of business finance. Addressing the financial ratios and operational metrics they use to manage and measure success can WIN THE DEAL!

Construct a Business Case that demonstrates how your product or service impacts the financial metrics they use to measure profitable growth (EBIT, ROA) and/or delivers positive improvement on critical operational metrics (inventory turns, talent management, employee productivity, customer experience.)

5PROVOCATIVE IDEA

RECIPE FOR PROVOCATIVE IDEACombine multiple data points and stir.Blend with creativity to find an area of convergence.Bake until it rises and becomes flavorful.If it flops, start over.

CIA VALUE MESSAGING TEMPLATE(