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Quick takeaways
- Building relationships with executives is crucial to understand their needs and provide relevant solutions.
- Executives evaluate the potential ROI, integration complexities, and customer support when assessing software solutions.
Deep dives
Understanding the Perspective of Executives in Sales
Executives recommend asking other executives about their experience being sold to and what their inbox looks like to get a sense of the competition. Building relationships with executives is crucial to understand their needs and provide relevant solutions. Effective sales calls with executives focus on outcomes, differentiation from competitors, and demonstrating value. Insights-driven selling and access to information have transformed sales. Avoid sales approaches that are too casual or lack value proposition and instead, provide accurate information and demonstrate how your solution can address specific challenges.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode