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How to Defeat Status Quo When Selling to an Executive

40-60% of opportunities in your team’s forecast will be lost to “no decision.” Of those, 44% will be lost because the seller failed to overcome the buyer’s tolerance for a “good enough” solution to the problem. (Source: DCM Insights).

In this session, we cover the concept of Cost of Inaction (COI), a methodical approach that shifts focus from selling “better” to revealing the hidden risks and costs associated with maintaining the current solution.

Unlike fear-based tactics, COI offers an objective perspective that encourages prospects to re-evaluate their current state before considering a change.

Key takeaways:

  • How sharing “what good looks like” impacts your reps performance. 
  • A step-by-step approach to building your own Cost of Inaction story for your team. 
  • How and where to use COI and ROI across the sales cycle.

Enhance your sales leadership approach and empower your team to engage prospects more effectively. Learn how to leverage COI to influence buyer decisions and propel your sales efforts forward.

 

Watch the recording!

 

Speakers:

 

Jen Allen-Knuth, Founder at DemandJen

Jen Allen-Knuth is the founder of DemandJen, and former Chief Evangelist Officer for The Challenger Sale company. Prior to that, she spent 18 years as an individual contributor, selling $50M+ in professional services as a new logo hunter and account manager. Jen has spoken at Sales kickoffs for organizations like GE, Juniper Networks, Honeywell, G2, Square, and LinkedIn.

 

 

Deniz Olcay, VP of Marketing at Allego

Deniz has had a sales-centric background from the start, including working in the sales training industry at RAIN Group where he was directly responsible for creating learning programs to help sellers sell more effectively.

In his previous role at Dun & Bradstreet (D&B) he was the VP of Product Marketing, managing a portfolio of 12+ products representing over $650M in annual revenue. He played a pivotal role in training a 500+ person sales team and is intimately familiar with the challenges of arming sellers with the knowledge and tools to be successful in selling virtually.

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