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The Center for Sales Strategy Blog

What to do When You Can’t Get a Meeting With the Decision Maker

working with decision influencersEveryone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started.

These people are tough to get a meeting with because they are busy and in high demand, and don’t usually trust sellers or value spending time with folks like you. They’ve been burned by sub-par sellers in the past. Ouch!

What makes it even more challenging, is that everyone else is trying to get face time with the same decision maker as you. Plus, these folks are not as active on social media and are surrounded by gatekeepers.

What to do, oh what to do?

Topics: Decision Makers sales process

One Solution to the Biggest Problem in Sales: Setting Quality Appointments

phone-1.jpg

Research with our client base, practical experience, and many years of consulting sales organizations of all sizes makes one thing abundantly clear: the biggest single problem salespeople experience is securing high-value appointments with key decision makers. If you agree, keep reading.

Topics: business development Management Decision Makers appointment lab Sales

Management Coaching: Is Activity What You Really Want?

Management Coaching
Topics: Management Decision Makers sales management Sales

SELLING TECHNIQUES: Stop Sitting at the Kiddie Table

kid tableWhy, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open). 

Topics: setting expectations Decision Makers Sales