Most high-value services in B2B are about business transformation.
You are selling « change ». And business decisions about change are made by Executives. Today more than ever with the economic impact of the Covid-19 pandemia.
« Solution Selling » is dead. Transformation is not about solving a problem. It’s about survival.
« Value Selling » is great. But you need to convey it to real decision makers. First.
You are disrupting your market with new services and new business models. Will you achieve this with old sales models ?
In this new era, engaging with Executives first in the process is the most effective way to close larger deals faster with a better win ratio.