Well, first of all, what the heck is a TOP Line Account™? A ‘TOP Line Account’ is your biggest and best prospect and/or current customer poised for expansion. Sometimes referred to as a ‘Million Dollar Deal’ (which might be 100K or 10m+ depending on your business); these top opportunities are complex in nature and require
Question: How can Win Themes™ help me win more frequently? Answer: Win themes™ are a great way for sellers to improve their sales conversations. Win themes™ are the intersection of your prospect’s priorities and the strengths of your products or services. Win themes™ should be used to prepare for all presentations and important sales calls.
Question: How do you advise your clients to prepare for TOP Line Account™ sales calls? Answer: Collaborating on important sales calls in advance is an element that my coaching clients tell me they really appreciate about our coaching sessions. If they have an upcoming sales call with a TOP Line Account™ opportunity, we go through
Question: You talk a lot about having a ‘strategic mindset’ and approach for TOP Line Accounts™, how is that different from a simple sales approach? Answer: Most sellers recognize that there is a difference between a simple sale and a strategic sale. A strategic sale requires sellers to do all the basics of their normal
Question: The executive briefing letter sounds pretty powerful, what is it and how do you use it? Answer: An executive briefing letter is a powerful, pro-active sales tool that communicates the outcomes and impact associated with your solutions to busy executives. An executive briefing note summarizes accomplishments and progress for a specific customer. It is
Question: What is a TOP Line Account™? Answer: I thought that you’d never ask! A ‘TOP Line Account™’ is your biggest and best prospect and/or current customer poised for expansion. Sometimes referred to as a ‘Million Dollar Deal’ (which might be 100K or 10m+ depending on your business); these top opportunities are complex in nature