Whether an owner or independent rep, you’re the tuna in the sandwich between demanding principals and customers. It’s easy to feel. MORE
You’ve been through lots of changes. You have a vision for what your company could be—if only your employees and teams could make that leap MORE
Too often engineers and tech people just like you have
Your company sells B2B products and/or services and you’re looking to move you sales teams to the next level MORE
Drive Revenue to YOUR Business
SalesWise Academy helps leaders and members of their technical sales and sales support teams work together to get the results that make them proud. Our members receive short, easy-to-apply lessons on strategically chosen topics.
Your invitation to this week's lesson:
Wed. April 27th
How to Find and Develop Internal Customer Champions
Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.
In a recently survey, customers report an average of 5.4 different people formally involved in a typical purchase decision. That’s 5.4 opportunities for someone to say “No”.
Diverse groups of individuals, each with their own perspective, which can make buying difficult, if not downright impossible.
How do you figure out who to involve and how to drive the kind of consensus required to get deals done? Who should salespeople target first in a 5.4 world?
For our SalesWise Academy members, our focus on Wednesday, April 27 is about:
- How customer organizations are becoming increasingly dysfunctional and paralyzed about making buying decisions…and what you can do
- Why and how suppliers need to place a far greater emphasis on supporting the customer’s purchase process
- How to find and develop internal customer champions to help you navigate through the dysfunction and mobilize their organization to get excited about your ideas
NOW is a good time to find out more and enroll. Click on www.saleswiseacademy.com
You are going to love what you learn! Feel free to forward this email to others in your orbit who could benefit from this type of professional development.
The program is run by the president of SalesWise, Nicki Weiss. Technical reps, sales engineers, and leaders of technical teams who have participated in the SalesWise Academy say their customer interactions are now more positive and productive, and feed their bank accounts more easily. You are going to love what you learn!
Don’t just take our word for it:
“By applying what I learned in the SalesWise Academy, I recently uncovered two whale sized opportunities: one is worth $2M…the other could be worth $30M or more. This is a very effective program.” Taylor Veleke, Field Applications Engineer, Mel Foster Company
“I love this program. My team is regularly making progress because I am becoming a more effective leader. The leadership audios and open mics give me ideas and confidence to try new leadership practices. I am delegating more, have included learning and role playing into our weekly team meetings, and started 1:1 coaching. These are practices I knew were important, but wasn’t doing. Our team is now consistently going from good to great, and from great to greater.” Martin Carter, President, CheMarCo
“The SalesWise Academy content and process are excellent. We have sales managers, account managers, and engineers in the program. We sell highly engineered forged solutions. Our selling skills, strategic thinking, and ability to be more effective with our customers has definitely improved.” Tony Biell, Director of Metallurgy, Scot Forge
“My team is more skilled and more confident since we’ve been participating in the SalesWise Academy. And I have new ideas to make me a better leader.” Matt Tofanelli, Owner, EMT Engineering Sales, Inc.
“The SalesWise Academy has helped our field applications engineers become extremely effective with our customers and the reps they work with.” Mike Swenson, President, Mel Foster Company