Selling higher up means selling smarter, with greater focus, and much deeper awareness of the customer. It also means selling to people who speak the financial language of investment decisions, tradeoffs, and comparisons.
You might have a terrific offering that they’d love to have, yet while they know you’re much better than the other vendors, its not clear that you’re the best investment they could make overall.
50% of your pipeline will NEVER close - ever!
Start talking their language, and watch the win rate go up up up!