We are delegated down to people we sound like. This is an immutable law of selling and if we are to engage at the highest levels we must talk the language of leaders and business owners: Financial outcomes and managing risk; then underpinned by numbers, percentages and metrics for key result areas (KRAs). But B2B sellers in today’s are often delegated or blocked before they can even utter a single word to their prospect. This is because most buyers research, just as sellers do, before deciding to engage.Imagine you’ve reached-out to a senior executive, you’ve got your value insight all ready to go… rehearsed, punchy, compelling. You call and reach the Executive Assistant or voicemail. What happens when your potential customer or their gatekeeper checks you out on LinkedIn? Hmm… salesperson. All quiet on the eastern front or if you do get a response:
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