Selling into Companies
By: Lisa Earle McLeod & Elizabeth McLeod
Skill Level: Intermediate
Duration: 48m 38s
Released: May 9, 2018
Description:
B2B sales require you to determine what your customers need and offer them smart solutions. And there’s a lot that happens between those two things—from exploratory conversations and generating internal enthusiasm to tracking down your economic buyer. In this course, join sales consultants Lisa Earle McLeod and Elizabeth McLeod as they step through how to navigate a large B2B sale. Discover how to leverage compelling industry issues and connect the dots between your solution and your client’s customers. Plus, learn about the kinds of questions to ask B2B buyers, how to establish your value, how to navigate bureaucracy, and more.
Topics include:
- Why selling into companies is different from selling to individuals
- Identifying and understanding your economic buyer
- Leveraging information to create urgency
- Addressing the needs of users and buyers
- Managing the first meeting
- Dealing with purchasing
- Sustaining your sale and expanding your reach after the first deal
Contents:
- Introduction
- 1. Setting Up for Success
- 2. Tailoring your Approach
- 3. Creating Urgency
- 4. Closing the Deal
- Conclusion
Authors:
Lisa Earle McLeod created the “noble purpose” concept and strategy after her research revealed that organizations driven by a noble purpose outperformed the market by over 350%. A sought-after keynote speaker who has rocked the house everywhere from Apple to Peterbilt Trucks, Lisa is known for her cutting-edge ideas, practical techniques, and inspirational humor. She is the author of four best-selling books on leadership, sales, and personal development. Her book Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud has been a game changer at global firms like Flight Centre, Hootsuite, and Roche. She is also the sales leadership expert for Forbes.com, and she has appeared on NBC Nightly News, The Today Show, Oprah.com, and Good Morning America. Find out more at McleodandMore.com.
Elizabeth McLeod manages projects for clients like Google, G Adventures, and Hootsuite. She also spearheads McLeod & More’s marketing and executive events. Before joining McLeod & More, Elizabeth worked in advertising in both Boston and London. She has an undergraduate education in advertising from Boston University, and a master’s degree in industrial and organizational psychology.
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