Closing a sale is no longer just between you and the prospect. Now there are several key stakeholders to win over – the IT team and legal, for example. You need to demonstrate expertise and leadership to every stakeholder, and be able to identify unique value propositions for each person involved in the buying decision. Learn how to create a sales strategy that reaches the entire enterprise in order to shorten your sales cycle.

In this live podcast we covered: 

  • Position your sales message so it resonates across several other departments
  • Present a clear implementation plan
  • Nurture cross-functional relationships and master new sales strategies

Guest:

We’d love to answer your questions!

Feel free to email your questions or suggestions to: socialmedia@dandb.com or tweet using the hashtag: #DnBb2b

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Panel Members

Scott Sambucci

Scott has spent the last 20 years building and selling technology products, leading three Silicon Valley startups to their first millions in revenue. With SalesQualia, Scott works with startups all over the world to help them find customers, grow revenue, and build their sales process. Startups that work with Scott include SaaS, consulting, and analytics companies across multiple verticals including EdTech, FinTech, retail, and more.

Scott is also a marketing professor at Hult International Business School, teaching courses in New Product Development, Pricing Strategy, and Sales Management.

Scott lives in Northern California with his wife and son, and is an ultrarunner and three-time Ironman triathlete.

Dustin Luther

A passionate leader, Dustin is known for working with executives to create meaningful and strategic marketing campaigns. In his role as the Director of Engagement with Dun & Bradstreet, Dustin has built a team of content, social media and event experts who drive marketing campaigns that “move the needle” and encourage their SMB base to engage with the Dun & Bradstreet brands. He’s run influencer outreach campaigns that have been featured in national newspapers, managed a series of Access to Capital events that have resulted in tens of millions of dollars in loan originations and developed campaigns that have earned him awards like the B2B Top Digital Marketer. Connect with Dustin on Twitter at @tyr