Selling higher up means selling smarter, with greater focus, and much deeper awareness of the customer.
Activity based selling is common in many companies, based on the mistaken notion that effective selling is based solely on on hard work and effort. Buying patterns have changed, market conditions have worsened in many cases, and decision authority gone north. Middle managers in many companies can buy nothing more than office supplies. Why sell to people who cannot say yes!
We have another approach, proven, learnable, and invaluable to companies that want an unfair advantage
over their competition.But don’t just take our word for it. Listen to these successful business executives
as they tell their story about what works, and the impact on their business.