ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR
Please join Steve W. Martin has he discusses his revolutionary new account penetration strategies from his just released book, Heavy Hitter I.T. Sales Strategy: Competitive Insights from interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople.
One of the toughest tasks in all of sales is to penetrate new accounts. Take a moment to put yourself in the position of the I.T. executive you are trying to contact. You are incredibly busy fulfilling your daily job duties and have a long list of to-dos to be completed. Given your frame of mind, it’s easy to understand why you wouldn’t respond to a sales pitch from some unknown salesperson.
Under these circumstances, the salesperson’s job is to connect with the busy executive and earn the right to a meeting. How do win over a complete stranger who has no interest in hearing from you? The answer to this question is that it requires a concerted account penetration campaign that is conducted within a compelling language-based framework.
In this webinar, Steve will review advanced email messaging strategies based upon “sales linguistics.” Sales linguistics is the new field of study about how customers and salespeople use and interpret language during the decision making process. These communication strategies that will enable your message to rise above your competition’s. They provide impactful psychological suggestions that compel customers' rational intellect and emotional subconscious to take action and meet with you.
HEAVY HITTER I.T. SALES STRATEGY
Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.
Technology Sales Organization Strategy: Key Trends and Performance Metrics
Advanced Sales Cycle Strategy: Control the Complex Technology Sale
Sales Call Strategy: Differentiate Yourself in face-to-face customer meetings
New Account Penetration Strategy: Language-based Tactics to Secure Initial Meetings
Personal Communication Strategy: Say the Right Words to Convince Customers to Buy
Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language. Learn More