Modern-Day Sales and Marketing Blog

How we help security integrators reach decision-makers without burning bridges.

By Chris Peterson| Sep 29, 2015 8:50:00 AM | 0 Comments

navigatingaccounts

 

Fifteen years ago it was acceptable to go around your point of contact to get an audience with the decision-maker.  In fact, it was expected.  If you had earned a meeting with the CIO, who cares what the security manager thought.  Well, that doesn’t work today.

In today’s selling environment, it’s rare to find a true decision-maker.  Sure, there are facilitators of decisions and leaders that help guide initiatives; but no one makes a decision on their own anymore.  In today’s process of choosing a vendor, most organizations rely on committees… where the burned bridge will come back to haunt you.  So, how can you get around your point of contact and move up the chain of command?  You still need to get an audience with the leaders in order to relay the value you provide.  How can you do this?

This is what we teach in our Navigating Accounts training session.  We discuss the complexity of most organizations and their motivations.  We share specific and tactical ideas of working through their maze, getting to the right people, and doing so without making anyone angry.  In fact, we teach ideas of growing your relationships while being introduced throughout the company. 

If you’re interested in learning more about our security sales training program, please click here.

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