Part II: What Management Needs to Know About Successfully Selling to the Top

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Presented by

Caryn Kopp, The Chief Door Opener Expert

About this talk

In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline. The content of this webinar is highly effective when you face: •Long sales cycles (larger deal size) •Tough competition •Multiple decision-makers in the buying process •Executive level decision makers You will learn how to: 1.Implement a formula for landing more high-quality prospect appointments 2.Know what sellers must include in their pitches to get the best results 3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem) 4.Initiate policies which ensure a continuous, predictable healthy pipeline Bonus content: Which “hidden” metrics tell you you’re getting it right
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