What would be the impact on your results if you can dramatically increase your average deal size?
Did you know if your salespeople help an executive envision a business outcome, that client will select your company 75% of the time?
Or that C-level executives have 40X to 100X more buying power than the director or manager level stakeholders most of your salespeople are comfortable engaging with.
The key to gaining access to ‘adult money’ is being about to create a route to value. Part of that route is helping your champion navigate a complex internally selling dynamic called an “agreement network.”
1) Create a value map to provide a north star vision for executives
2) Build client-facing materials to help your champions drive internal selling.
3) Create a phased activation program to help your salespeople learn how to do this from each other.