Do you consistently win, keep, and grow customers? Here are 8 building blocks you can use to boost your customer engagement in B2B technology sales.

1. ©2016SoftwareSalesSchool.com
8 Building
Blocks of
Greatness in
B2BTech Sales
SoftwareSalesSchool.com

2. ©2016SoftwareSalesSchool.com
DoYouConsistently
Win, Keep, and Grow
Customers?
Learn to leverage the building blocks to
total engagement, and you can.

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Building
Blocks of
Greatness
in B2B
TechSales
CARE KNOW SHARE PROVE
GUIDE FINISH CELEBRATE RESTART

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CARE
Do you both care
most about the
same thing?
Focus on customer
challenges.
Focus on them.

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KNOW
Do you understand
customer industry,
competitors, and
performance?
Understand how you
make an impact.
Understand your impact.

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SHARE
Do you bring unique,
compelling insights?
Share what makes
you are a powerful
partner.
Capture their interest.

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PROVE
Can you ensure
success better than
your competitors?
Show customers
how you’ll help them
succeed.
Link effort to results.

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GUIDE
Do you talk openly
and often?
Help customers stay
focused on
achieving results.
Overcome resistance.

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FINISH
Can you drive to the
finish?
Get where you said
you would go –
together.
Document accomplishments.

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CELEBRATE
Do you celebrate
achievement?
Honor past success
to stay engaged and
motivated.
Drive the win home.

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RESTART
Do you have more
than one idea?
Execute long-term
roadmaps to keep
customers for life.
Become great at selling technology to business.

12. Learn to Elevate
YourCustomer
Conversations in
B2BSoftwareSales
SoftwareSalesSchool.com
Gregg Nichols
Chief Sales Strategist