In B2B sales, it’s important to keep in mind that whoever you’re working with in a prospect’s organization is one of many. To sell higher, you need a strategy to gain access to decision makers across the buying team, speaking to their individual needs and concerns, as well as the benefits of an enterprise-level business case. Blakely Roth of Force Management discusses three reasons why salespeople get stuck selling low and how they can shift their strategy and process to sell higher.
