Force Management

Selling too low in an organization is a common challenge for many salespeople. Brian Walsh shares best practices from salespeople and company leaders who have enabled their teams to sell higher, aligning to bigger business problems. He covers: - How sales leaders and managers can look inward to improve their ability to equip sellers to sell higher and drive accountability around pursuing high-level opportunities- The framework and point of view salespeople need to get in front of decision makers higher, wider and deeper in a sales organization and make an impact- How sellers can leverage people lower in an organization to determine who key players are and gain access to them (i.e. why sellers shouldn’t right these people off)Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on Selling too Low:-Navigating the Decision Process With Multiple Buyers [Podcast] - Why Sales Reps Struggle With Metrics in a Sales Conversation- h