ROI Selling Blog

SCi Sales Group reports that it takes an average of 80 calls to get an opportunity to speak with a C-level executive. The group also found that 76% of junior executives rejected the last three sales calls they received; however, only 47% of higher executives did the same.

Before you can build a successful business case, you need to know your audience. The first thing to know is that each individual has a different agenda and different concerns. Everything they experience is based on his or her level in the company hierarchy.

What is it about your offering that makes it stand out from the pack? What do you bring to the table that makes your product or service of unique value to your buyer? It’s your differentiator.