TSE 1341: How to Reach Executive Decision Makers, and Why They are Listening Right Now

How to Reach Executive Decision Makers, and Why They are Listening Right Now

In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a  daunting task in today’s climate but it’s necessary. 

 

In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the economic downturn that resulted from covid. With the knowledge he’s accumulated, he’s helping other businesses turn it around and in many cases, launch even better. 

 

Reach out executives

The pandemic leveled the playing field for all - every sales rep and even the executives are going through the same experiences together. Almost all businesses are in a state of change as they push the threshold of what they’ve known as common business practices.  They’re having to relearn where to listen. Sales reps who are equipped with the right knowledge and who are positioning themselves to talk with the right executives are going to see success despite current industry standards. 

 

Bring value to the executives 

There are three ways to sell: 

 

• feature benefits selling 
• solution perspective selling 
• provoking the customer

 

Jeremy suggests that the last one is the best approach today as businesses right now are changing. As a sales rep, ask yourself, “Who needs the expertise of our company most right now?” Approach your customers with the question, “Who in your organization knows about the need first?”  Ask them what their problems are and offer them a solution. 

 

The business executive team should be looking at the market and asking the important questions: Where do we play? How do we win? What are the issues that our clients are facing? 

It’s a team effort

Have a team meeting that talks about value proposition and the sales efforts on a weekly basis. Make it a dedicated meeting and discuss how you sell right now. What are the shifts you are making as a company? Talk about the strategies that work and get feedback from everyone on the team.

 

Sales is the sharp end of the spear when it comes to business development. The organization must learn to adapt with the trend and make the necessary changes to have a competitive advantage. Sales teams who are thriving keep everyone in their organization from getting laid off. 

 

“How to Reach Executive Decision Makers, and Why They are Listening Right Now” episode resources

Follow Jeremy Miller on LinkedIn now to learn more. 

 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com