89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
30 Minutes to President's Club | No-Nonsense Sales
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Engaging Executives: Strategies for Sales Success
This chapter emphasizes the importance of viewing products as strategic tools that can significantly impact organizational success. It discusses effective strategies for engaging with executives, focusing on tailored communication and active listening to understand client needs. The narrative highlights the critical shift needed in sales approaches when transitioning from mid-market to enterprise-level discussions, advocating for a problem-based mindset and concise, impactful communication.
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