How to Get Executives to Your Business Reviews (and keep them coming back)
The webinar with Doug Hutton explains how sales reps can sustain executive engagement after the initial B2B sale by planning partnerships that extend the ROI case, maintaining executive-level communication focused on meaningful metrics, and leveraging this approach to protect and expand business relationships with decision-makers who control 80% of buying decisions.
Executives make 80 percent of B2B buying decisions, and sales reps must build a compelling ROI case to get their attention and win the business. But after that initial sale, most salespeople don’t maintain the same level of executive altitude. Busy executives skip your business reviews. Project teams get stuck reporting metrics that decision-makers don’t care about. And that makes the expansion sale harder to win later on.
So, how do you keep executive decision-makers engaged, even after the initial sale?
In this webinar replay with Doug Hutton, SVP of Products at Corporate Visions, you’ll learn a research-backed approach to:
- Plan the partnership – Carry over the ROI case you make in the initial sale to plan the partnership after you win the business.
- Maintain executive altitude – Document results and articulate your value in terms that executives care about.
- Protect and grow the relationship – Solidify your Incumbent Advantage and identify new opportunities to expand the relationship.
Executive Edge Enabled
You've taken a smart step to having more impactful C-suite conversations.
Key Takeaways:
- Executives are responsible for the majority of B2B buying decisions.
- Maintaining engagement with executives after the initial sale is crucial for future expansion opportunities.
- Business reviews should focus on metrics and results that matter to executive decision-makers, not just project teams.
- A consistent, value-driven approach helps protect and grow your relationship with executive stakeholders.