What It Means to a Senior B2B Salesperson

In today's very difficult technology market environment, senior salespeople, who drive major direct selling revenue in a company, face critical issues and problems regarding their work and its results. Important among these are:

• Customer resistance to new spending in a down market
• Penetrating new business in the face of major marketing budget cuts
• Leveraging sales to major targeted customers
• Preparing the essential tools and knowledge necessary for clear communication that inspires and motivates customers

Sales optimization means maximizing personal sales strategy and actions that produce major sales results. Given the presence of a viable product that addresses an important customer need or problem, these include seven critical areas of personal selling strategy and skill:

1»		Targeting and Penetrating New Business
2»		Knowing All Buying Influences Involved in Your Sale
3»		Understanding Customer Business Issues
4»		Communicating Your Most Essential Sales Messages
5»		Quantifying the Monetary Value of Your Solution
6»		Accessing C-Level Buyers
7»		Adding Value to Your Sale