Executive Selling Aptitude (ESA) Quiz – What’s Your ESA Score?

 

 

 

If you’re a salesperson or sales leader looking to land larger deals, then the following quiz will give you a baseline to measure your executive selling aptitude. The assessment, developed by Top Line Sales, weighs key attributes that are necessary to build and maintain a world-class approach to cultivating senior leaders over time.  After completing the self-assessment, a plan can be developed to address your deficits leading to improvements in your executive selling approach and results. More...

 

 

 

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Do I need an Internal Champion in my TOP Line Account™?

 

 

 

Question: Do I need an internal champion in my TOP Line Account™?

 

Answer: The short answer is ‘Yes’.  An internal champion is the person that gives you a heads up on important company matters that might affect your business. Also known as a sponsor, supporter, or friend, this person is your advocate. 

 

 

 

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Challenges in Executive Selling and What to Do about Them

 

Recently I was asked the question: Can you give us some insights into what the Sales VP’s you work with hadn’t considered about executive engagement but is actually critically important? 

 

Lisa: I think the most shocking thing that my clients find when they start focusing on engaging the C-suite can be summed up in a couple of challenges; three in particular…

 

#1: Most of the Sales VP’s that I work with would agree that every truly large contract includes the need for executive sponsorship of some sort.

#2: Statistics and practical experience tell us that even the most tenured sellers find it difficult, if not impossible, to get to key executives.

#3: And then it gets even worse, if they get there, executives report that sellers don’t understand their issues or a path to help. (Said another way is that executives don’t believe that sellers can add value to them.)

 

All points lead to one conclusion: We’re literally in an executive engagement crisis right now.

 

 

 

 

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Twas the Night Before Christmas

 

Twas the night before forecasts, when all thro’ the halls,
Not a seller was stirring, no one was making those calls;
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Assess your Competitors and Win

 

 

 

Question: How Do I Assess My Competitors and Position my Company to Win?

 

Answer:  At some point during a TOP Line Account™ sales process the situation will be extremely competitive. (read more)

 

 

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Executive Selling Aptitude (ESA) Quiz – What’s Your ESA Score?

 

 

 

If you’re a salesperson or sales leader looking to land larger deals, then the following quiz will give you a baseline to measure your executive selling aptitude. The assessment, developed by Top Line Sales, weighs key attributes that are necessary to build and maintain a world-class approach to cultivating senior leaders over time.  After completing the self-assessment, a plan can be developed to address your deficits leading to improvements in your executive selling approach and results. More...

 

 

 

Read More 0 Comments

Do I need an Internal Champion in my TOP Line Account™?

 

 

 

Question: Do I need an internal champion in my TOP Line Account™?

 

Answer: The short answer is ‘Yes’.  An internal champion is the person that gives you a heads up on important company matters that might affect your business. Also known as a sponsor, supporter, or friend, this person is your advocate. 

 

 

 

Read More 0 Comments

Challenges in Executive Selling and What to Do about Them

 

Recently I was asked the question: Can you give us some insights into what the Sales VP’s you work with hadn’t considered about executive engagement but is actually critically important? 

 

Lisa: I think the most shocking thing that my clients find when they start focusing on engaging the C-suite can be summed up in a couple of challenges; three in particular…

 

#1: Most of the Sales VP’s that I work with would agree that every truly large contract includes the need for executive sponsorship of some sort.

#2: Statistics and practical experience tell us that even the most tenured sellers find it difficult, if not impossible, to get to key executives.

#3: And then it gets even worse, if they get there, executives report that sellers don’t understand their issues or a path to help. (Said another way is that executives don’t believe that sellers can add value to them.)

 

All points lead to one conclusion: We’re literally in an executive engagement crisis right now.

 

 

 

 

Read More 0 Comments

Twas the Night Before Christmas

 

Twas the night before forecasts, when all thro’ the halls,
Not a seller was stirring, no one was making those calls;
 More...
 

 

 

Read More 0 Comments

Assess your Competitors and Win

 

 

 

Question: How Do I Assess My Competitors and Position my Company to Win?

 

Answer:  At some point during a TOP Line Account™ sales process the situation will be extremely competitive. (read more)

 

 

Read More 12 Comments