How to Get Executives to Your Business Reviews (and Keep Them Coming Back)

Presented by

Doug Hutton, SVP of Products at Corporate Visions

About this talk

Executives make 80 percent of B2B buying decisions, and sales reps must build a compelling ROI case to get their attention and win the business. But after that initial sale, most salespeople don’t maintain the same level of executive altitude. Busy executives skip your business reviews. Project teams get stuck reporting metrics that decision-makers don’t care about. And that makes the expansion sale harder to win later on. So, how do you keep executive decision-makers engaged, even after the initial sale? In this webinar with Doug Hutton, SVP of Products at Corporate Visions, you’ll learn a research-backed approach to: - Plan the partnership – Carry over the ROI case you make in the initial sale to plan the partnership after you win the business. - Maintain executive altitude – Document results and articulate your value in terms that executives care about. - Protect and grow the relationship – Solidify your Incumbent Advantage and identify new opportunities to expand the relationship.

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Corporate Visions, Inc. is the leading provider of science-backed sales, marketing, and customer success training and consulting services. Global B2B companies work with Corporate Visions to articulate value in their customer conversations in three ways: - Make Value Situational by distinguishing between customer acquisition and customer expansion - Make Value Specific by aligning conversations with the Customer Deciding Journey - Make Value Systematic by unifying marketing, sales, and customer success to speak in one voice