B2B Sales Strategy: How to Effectively Engage Executives

Focused View

Lisa Magnuson

39:28

111 View

01 - Introduction

01 - How to engage executives when selling big B2B contracts.mp4

01:03

02 - 1. Focus on Your Target Executive for B2B Sales Engagement

01 - Choosing the right executive for your sales engagement.mp4

02:59

02 - Developing your executive dossier.mp4

03:57

03 - Identifying your initial value when selling to executives.mp4

03:13

03 - 2. Map Your Offering to Executive Priorities

01 - Defining win themes for B2B selling.mp4

03:43

02 - Uncovering executive priorities for your sales engagement.mp4

03:10

04 - 3. Prepare Your B2B Discussion Points for Maximum Executive Receptivity

01 - Preparing for your executive exchange when selling.mp4

03:40

02 - Compiling the right evidence to support your win themes.mp4

03:00

05 - 4. Develop a Winning B2B Sales Agenda

01 - Seizing executive windows to deploy win themes.mp4

03:14

02 - Building a winning agenda for enterprise sales.mp4

02:55

06 - 5. B2B Executive Relationships Engage over Time

01 - Identifying common sales pitfalls to avoid once-and-done.mp4

03:11

02 - Developing your map for C-suite executive engagement.mp4

04:19

07 - Conclusion

01 - Enjoying ongoing executive access for enterprise selling.mp4

01:04

Description

Engaging executives is essential if you want to develop and close your top B2B sales opportunities and build client loyalty over time. Top level decision makers only spend time with salespeople who understand their priorities and add value for them during every interaction. In this course, Lisa Magnuson, a strategic sales expert, shows you how to leverage win themes—the areas where your prospect's priorities overlap with the strengths of your offerings—to gain executive receptivity when selling in a B2B context.

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Management Skills

B2B Sales

Lisa Magnuson

Instructor's Courses

Close your big deals. As a Sales VP, you need your senior sales executives to close their largest opportunities – every time. Yet, complex opportunities are long and messy. They require a higher level of sales execution. Top Line Sales will guide your senior AE’s to deliver on their biggest opportunities. Our clients have won millions in new contracts with The Top Line Sales Engine™ toolkit. o Talk to a 5X Deal Strategist Learn more by visiting www.toplinesales.com

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LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.