Sales Executives are the CEOs of the accounts they serve. This caselet is about SE moving away from low order run rate deals to strategizing and operationalizing to win business transformation deals. It is about being uneasy with the status quo and looking at the total addressable opportunity by raising the altitude of customer engagement. The “ How” of the deal qualification and control is the powerful arsenal Sales Executives yearn for to empower themselves.
You should invest in the caselet if you are any of the following: Sales Trainers, Sales Facilitators, Account Executive, Sales Manager, P&L Leader, Pre-sales/ Solution specialist, large Bid Manager.