The biggest challenge facing salespeople is gaining access to new stakeholders. Whether calling higher to the C-suite or connecting at the business level, trying to gain access to nontraditional stakeholders to conduct a business discussion can be difficult. In either case, salespeople are facing new challenges getting prospects’ attention in a virtual world.
This virtual prospecting Training Industry Leader Talk will introduce a four-step process that guides sellers on how to make decisions and help them gain access to stakeholders inside their accounts. During this talk, your speaker, Ken Valla, co-founder and president of The Valla Group, will introduce several concepts that are based on the latest sales research from Gartner, Forrester and Harvard Business.
In this session, you’ll learn how to:
- How and why leveraging data creates compelling messaging to gain access to new stakeholders.
- How to leverage influencers inside accounts to improve your positioning.
- How to leverage a new referral technique that will help increase your conversion rate.