As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
Download this Research Brief to learn:
- The 3 components of the “ONE” process
- How to teach a rep to gain access to a senior-level executive who likely sees no need to meet
- Best practices to follow when meeting a senior executive
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