Big Game Hunting

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If you always do what you’ve always done, you’ll always get what you’ve always gotten.
Holden, Insurance Giant, 1950s

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Longer Sales Cycles

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Poor Quality Prospects

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Heavy Discounting

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Trouble Competing

Selling to Executives

For Growth Companies that Hunt

Priced to Value

Conducting Research

Zeroing In
Business Case Preparation
Business Value
Voice of Customer
Do your offerings have to be sold? Many offerings can be bought, or purchased with a minimum of interaction with a sales person. Complex sales require more.

If they must be sold, your sales people initiate conversations at the executive level. And that requires research, preparation, targeting, and an economic business case that is relevant and valuable.
Selling higher up means selling smarter, with greater focus, and much deeper awareness of the customer.

In selling to the Executive layer, the conversations need turn to business value relevant to this key decision group. The conversation need be strategic, significant in impact, and stand up to comparative analysis. The Offer must be in terms that management, the board, and other key stakeholders will value, and easily understand.

Selling o Executives is a disciplined approach to defining, communicating, marketing, and selling value to the people who want and need it most.

It is in short, a top down sell.

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.
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Middle Management

  • Gain Consensus
  • Study Everything
  • Avoid risk
  • Reduce solution options to commodity status
  • Conduct bake-offs, tests, pilots without commitment
  • Like to be sold
  • Negotiate price/features and functions

Executive Leadership

  • Make decisions
  • Do not do studies
  • Prudently take risks on order of magnitude value
  • Conduct buying cycles
  • Like to Buy
  • Talk Value
  • Like to be challenged

Increased Deal Size

Executives and Business Leaders are interested in corporate performance at all times. They can buy without budget because they can get budget for things that move the needle for the company.

In other words, if the ‘investment’ has more merit than others, it will happen. Penny pinching won’t help them. Increased value will, which is why the margins are better if the plan is adopted.

Shorter Buying Cycles

Sales (buying) cycles are taking more time than ever before. The principle reason is risk avoidance by people making evaluations they’ve never made before with more information available than ever. Analysis leads to paralysis, and more frequently the dreaded NoDecision.

By starting high, and setting the Value Based Buying Vision, time to value is reduced as the cost of doing nothing is realized.

Improved Close Rates

90% Close Rate is your Goal.

It is very achievable if you sell high enough, quit selling to tire kickers, and focus on your prospects instead of mindless activities.
Here are 2 important stats.
  • 85% of your funnel will not close in the predicted quarter, or for the amount predicted.
  • 50% of your funnel will never close at all
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