Executive Selling Training Best Practices

The Link Between Executive Selling & Customer Care

2011-03-28T16:20:00.000-07:00

In a recent executive selling quarterly poll, 36% of sales folks stated that "ensuring the best customer loyalty and satisfaction" was keeping them up at night.

A 5% increase in customer service loyalty can boost profits by as much as 25% to 85%. Research has shown that satisfied clients lead to greater profitability and growth.

Read more about some of the best executive selling programs, practices and make the link between industry leading business sales and service...

Selling to Executives - Don't Let This Happen to You

2011-03-25T06:00:00.000-07:00

Selling to executives is different.

Executive barriers are higher and more complex to hurdle.

Before executives or senior directors approve a purchase decision, they need to understand specifically how the product or service will specifically impact their overall corporate goals.

To sell to these high level decision makers successfully, you must be able to effectively accomplish 3 main objectives:

Identify your target customer's key business and financial goals, objectives, strategies, and operating issues
Link your ....Learn more

Search for the Right Executive Selling Training Resource. Right Now.

2010-12-29T06:00:00.000-08:00

Introducing a powerful new Search Tool to help you track down the right Executive Selling Training & Best Practice Resource right now. Search this blog and the vast collection of corporate training communities and related best practice blogs with a single click.

Step 1 - Locate the Search Tool to the right of this post

Step 2 - Type your keyword search phrase. eg. Performance Culture

Step 3 - Click Search

Step 4 - Review the results, sorted by:

This Blog | Sites Linked to this Blog | Recommended Blogs

See illustration below. Enjoy.

Executive Selling Research Study Results

2010-09-29T10:10:00.000-07:00

Over the course of the past 12 months, we conducted an online research study where visitors to our website were anonymously surveyed across an area of topics related driving sales performance through investments in human capital. In particular, one such survey asked respondents the following question:

What Executive Selling Issues Are Keeping You Awake at Night?

From a list of predefined responses, here are the results for your viewing pleasure.

Getting new clients--43%
Expanding current clients--22%
Increasing margins--13%
Selling bigger deals--19%
Other--3%

How would you answer the above question regarding executive selling best practices, inside sales, selling value etc.?

Executive Selling Best Practice Resources

2010-05-02T06:00:00.000-07:00

From time to time, we like to provide visitors and subscribers to this blog with a refresher on where they can find helpful resources devoted to best practices in the area of Executive Selling and related areas.

We hope you find these resources insightful and relevant:

Enjoy!

Executive Selling & Relationship Building - 7 Easy Steps

2010-03-31T01:57:00.000-07:00

Below is an abstract of an executive selling training and relationship building focused white paper.

Contained in the white paper are (7) seven easy steps that can help build successful client relationships, boost executive selling skills, and help ensure a positive sales engagement every time.

To be successful in today's economy sales teams must understand the client's key issues, speak their language, adopt sales coaching best practices, effectively sell solutions, sell value, and build the type of relationships that promote trust.

But how?

Step 1-It's all in the attitude: Exude positive confidence.
Take a minute and think of those people in your life who motivate you, make you feel excited, passionate and help you to be creative and the best person you can be.

Step 2-Get in the comfort zone: Develop rapport with your client.
People often wonder, "How can I develop a successful relationship with my clients when we are so very different?" The answer here is by building rapport and intimacy.

Step 3-Promote trust: Adopt a win-win style of sales negotiation.
Trust is a warm, comfortable, embracing feeling. It's one of those genuinely instinctive feelings in life--we simply know when we trust someone and when we don't.

Step 4 ...Download the entire Executive Selling and relationship building white paper PDF...

Are You Doing What it Takes to Stand Apart from Your Competition?

2009-11-06T06:00:00.000-08:00

If someone were to ask you, "What differentiates your company from its top competitor?"

What would you say?
What would a colleague say?
Most importantly, what would your customers say?

On the surface, many organizations appear to offer similar solutions. Certainly a quick look at most websites would suggest the same. And because, like your organization, your competitors are continually enhancing and expanding their offerings to impact the success of their executive selling efforts, the distinctions become even more blurred.

Ultimately, knowing a few key things can make the difference between weathering the current economic storm, capitalizing on sales competitive advantage, and failing.