From the monthly archives:

August 2009

Resources for Researching Government Customers

August 26, 2009

Before your next sales meeting with a government customer, do your research. Here is a list of resources for next time you’re preparing for a sales call within the public sector. And please comment below with your own suggestions.
U.S. Based Organizations
State and Local Government
Frequently updated directly of links to state and local Government information.
American Association [...]

Managing Deals Involving Multiple Customer Executives

August 20, 2009

Now that you’re selling solutions, not products you’re a partner, not a vendor. That’s great. You’ve earned the attention of customer executives who are critical to closing big deals.
You probably also noticed this approach changes your sales cycle in other ways too. Instead of talking to one executive, you may now need to engage with [...]

Crack the Credibility Code Using Industry-Specific Metrics

August 18, 2009

To be successful in executive selling, you’ll have to make yourself, your company and your solution stand out. Not easy! Here, we tell you how to crack the credibility code using industry specific metrics.
If you want to create differentiation and gain credibility, you must quantify your solution’s impact using metrics that are meaningful to customer [...]

Selling Quiz: 6 Questions to Assess a CIO’s Clout

August 11, 2009

You’re targeting a customer’s Chief Information Officer. How do you know how much clout they actually wield? When it comes to purchasing decisions, it’s not always clear how your customer’s internal executive committee views the CIO. And it’s important you know this so you don’t waste time explaining your solution’s value to a CIO who [...]

Cracking the Code: Gaining Insight on Privately Held Customers

August 6, 2009

You already know the more you can find out about the customer executives you’re targeting, the better. But how do you gain insight on privately held companies when they make so little information publicly available?
Sales teams can gain sizable advantage against competitors by researching privately held accounts. Many sales professionals assume the information [...]

Are You Joining us on August 20th?

August 5, 2009

Opportunity Mining: The 5-Minute Guide to Income Statements, the next session in our complimentary webinar will take place Thursday, August 20th at 8:30AM PDT/11:30AM EDT.
Register Today!
ABOUT THIS SESSION
The customer executives you want to engage are intimately familiar with their company’s most recent results, are you? For customers large or small, for profit or non-profit, their [...]

info@conversation.com | Privacy Statement | © 1990-2009 Executive Conversation All rights reserved.