Tag Archives: b2b inside sales

C-Level Sales Management — Helping Salespeople Handle Gatekeepers

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you’ve got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume they will be blocked,” and with this in mind have discussions with your salespeople before upcoming… Read More »

Selling to C-Level Executives: What’s in your basket?

You sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but they are very poignant and constantly sought after. Your Solution Portfolio… Read More »