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Gaining Access to the Ultimate Decision Maker
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Gaining Access to the Ultimate Decision Maker

One of the greatest challenges for any sales professional is gaining access to the ultimate decision maker.

2/10/2015
When: Tuesday, February 10
11:00 AM PDT / 2:00 PM EDT
Where: Webinar
Presenter: Tom Latourette


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One of the greatest challenges for any sales professional is gaining access to the ultimate decision maker. A lack of direct access to the decision maker may mean:

  • Not knowing what’s lost in translation as a second party shares your message with the person who has buying authority.
  • A lack of information with regard to the broader, strategic perspective of the company and its challenges.
  • A lack of understanding of your solution and its overall value potential to the company.

Engaging the ultimate decision maker, means increasing your chances of success in the sales decision and potentially expanding the scope and depth of your customer partnership to one of a long term, strategic collaboration.

Learning Objectives:

  1. Identify barriers to entry with actionable solutions.
  2. Understand how to determine and leverage the authority and power of your current contact. (They may not be the ultimate decision maker, but they still control your access to others in the organization, and you may lose that access altogether if they get the sense you are trying to push past them.)
  3. Drive progress by providing new and compelling information, data and insight.
  4. Define a repeatable process.
  5. Improve focus. 

About the Presenter: Tom Latourette

Tom Latourette is managing partner of M3 Learning, a global sales management and training company. With 25 years of sales and marketing leadership experience including time at Sunergos and SBR, Tom helps sales teams from companies as large as Google to entrepreneurial start-ups institute a high performance culture and increase revenue.

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Sales and Marketing Executives International, Inc.
PO Box 1390
Sumas, WA 98295 USA
312-893-0751

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