Selling to the Customer's Business Strategy
You are more likely to win a 'yes' from a B2B buyer if they can see how your product or service supports their company's overall business strategy. How will you help them reach their organizational goals? This three-part topic explains what a business strategy is and why it's important, how to identify your Customer's business strategy, and how to bring a strategic discussion into a sales conversation that will make them see your product or service in a different way.
Keywords: sales, salesperson, selling, B2B, strategy, company strategy, business strategy, executives, organizational level
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Selling to the Customer's Business Strategy
Selling to the Customer's Business Strategy 1 - What is Business Strategy?
Explains why companies have business strategies and the difference between a goal, a strategy, and a tactic.
Selling to the Customer's Business Strategy 2 - Why Role Levels Matter
Describes how awareness of a company's business strategy and relationship to it changes at different role levels
Selling to the Customer's Business Strategy 3 - Navigating the Strategy
Demonstrates how to bring a company's business strategy into a sales conversation with stakeholders at the various levels
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