"...it’s important not to deceive yourself about the level of contact you’re enjoying up and down the organizational ladder. Identifying all the buying roles and the individuals who perform them is a good first step. But beyond specific deals, you will want to map the network of contacts, rate these in terms of their strength/favorability toward your firm, and accessibility."
Barry Trailer, CRO of CSO Insights, shares results from their latest study around asking world-class sales performers to respond to this statement: “We have relationships and dialog at the highest executive levels with all our strategic accounts.” The gap between world-class performers and all respondents has grown in regards to this statement. As Barry says, "To have relationships at the highest executive levels, you likely need to be operating at the highest relationship levels."
Read the full article here.