B2B Sales Strategy: How to Effectively Engage Executives

سرفصل های دوره

Engaging executives is essential if you want to develop and close your top B2B sales opportunities and build client loyalty over time. Top level decision makers only spend time with salespeople who understand their priorities and add value for them during every interaction. In this course, Lisa Magnuson, a strategic sales expert, shows you how to leverage win themes—the areas where your prospect's priorities overlap with the strengths of your offerings—to gain executive receptivity when selling in a B2B context.

01 - Introduction

01 - How to engage executives when selling big B2B contracts

02 - 1. Focus on Your Target Executive for B2B Sales Engagement

01 - Choosing the right executive for your sales engagement

02 - Developing your executive dossier

03 - Identifying your initial value when selling to executives

03 - 2. Map Your Offering to Executive Priorities

01 - Defining win themes for B2B selling

02 - Uncovering executive priorities for your sales engagement

04 - 3. Prepare Your B2B Discussion Points for Maximum Executive Receptivity

01 - Preparing for your executive exchange when selling

02 - Compiling the right evidence to support your win themes

05 - 4. Develop a Winning B2B Sales Agenda

01 - Seizing executive windows to deploy win themes

02 - Building a winning agenda for enterprise sales

06 - 5. B2B Executive Relationships Engage over Time

01 - Identifying common sales pitfalls to avoid once-and-done

02 - Developing your map for C-suite executive engagement

07 - Conclusion

01 - Enjoying ongoing executive access for enterprise selling

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تولید کننده: LinkedIn Learning (Lynda)