This way, you can start the conversation on a meaningful basis

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After contacting them, you may realize that the marketing manager is the best person to promote the introduction of your software in the company, i.e. the “coach,” while the operations manager is the one who will make the actual decision, i.e. the “economic buyer.” So you need to build your value proposition around the needs of the marketing department during the awareness phase. .

Then you provide the marketing manager with the kind of information needed to convince the operations manager. Or you make sure to get a meeting with the marketing manager and the operations manager, possibly accompanied by the IT manager, who will likely be the "technical buyer."

With the help of the marketing manager, you make afghanistan cell phone number list sure that the operations manager approves it and the IT manager gives his approval .

This is strategic selling.

Why does it work?
This strategy forces sales teams to go beyond the usual contact they make with the prospect. It encourages them to dig deeper into the prospect's organizational chart..

By doing their work on the full account, they can identify all the people who can influence or make decisions.

2. Selling solutions
As the name suggests, this B2B sales strategy focuses more on the prospect's needs than the actual sales process.

More specifically, the salesperson focuses on diagnosing or helping to identify the prospect's needs, challenges and goals.

Next, they recommend products or services that will help them overcome these challenges.