The Audible-Ready Sales Podcast Aligning to Corporate Priorities
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Nov 5, 2024 In this conversation with John Kaplan, an expert in aligning sales solutions with corporate priorities, listeners discover essential strategies for engaging economic buyers. Kaplan emphasizes the importance of understanding customer challenges and the financial implications of your solutions. He provides insights on navigating complex organizational structures, especially when selling to CFOs. By asking the right questions and synchronizing sales approaches with corporate goals, sales professionals can significantly enhance their effectiveness and drive impactful outcomes.
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Start With Corporate Priorities
- Align to corporate priorities, not just departments, to address the biggest business issues.
- Start from high-level business implications and work inward to departmental and personal impacts.
Ask Business-Focused Questions
- Ask simple questions that reveal business implications of technical problems.
- Connect dots across departments to discover wider impacts of the problems you solve.
Find The Real Economic Buyer
- Identify the economic buyer as the person with authority over discretionary funds and decision-making power.
- Avoid confusing budget holders or technical buyers with the true economic buyer.