How to Develop Executive-level Relationships in Strategic Accounts

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sales gap, b2b sales

sales gap, b2b sales

“…it’s important not to deceive yourself about the level of contact you’re enjoying up and down the organizational ladder. Identifying all the buying roles and the individuals who perform them is a good first step. But beyond specific deals, you will want to map the network of contacts, rate these in terms of their strength/favorability toward your firm, and accessibility.” 

Barry Trailer, CRO of CSO Insights, shares results from their latest study around asking world-class sales performers to respond to this statement: “We have relationships and dialog at the highest executive levels with all our strategic accounts.” The gap between world-class performers and all respondents has grown in regards to this statement. As Barry says, “To have relationships at the highest executive levels, you likely need to be operating at the highest relationship levels.”

Read the full article here.

About the Author

Garin Hess

Garin Hess

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organization scale the pre-sales function. Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.