© 2

016

Sof

twar

eSal

esSc

hool

.com

8 Building Blocks of Greatness in B2B Tech SalesSoftwareSalesSchool.com

© 2

016

Sof

twar

eSal

esSc

hool

.comDo You Consistently

Win, Keep, and Grow Customers?Learn to leverage the building blocks to total engagement, and you can.

© 2

016

Sof

twar

eSal

esSc

hool

.com

Building Blocks of Greatness in B2B Tech Sales

CARE KNOW SHARE PROVE

GUIDE FINISH CELEBRATE

RESTART

© 2

016

Sof

twar

eSal

esSc

hool

.com

CAREDo you both care most about the same thing?Focus on customer challenges.

Focus on them.

© 2

016

Sof

twar

eSal

esSc

hool

.com

KNOWDo you understand customer industry, competitors, and performance?Understand how you make an impact.

Understand your impact.

© 2

016

Sof

twar

eSal

esSc

hool

.com

SHAREDo you bring unique, compelling insights?Share what makes you are a powerful partner.

Capture their interest.

© 2

016

Sof

twar

eSal

esSc

hool

.com

PROVECan you ensure success better than your competitors?Show customers how you’ll help them succeed.

Link effort to results.

© 2

016

Sof

twar

eSal

esSc

hool

.com

GUIDEDo you talk openly and often?Help customers stay focused on achieving results.

Overcome resistance.

© 2

016

Sof

twar

eSal

esSc

hool

.com

FINISHCan you drive to the finish?Get where you said you would go – together.

Document accomplishments.

© 2

016

Sof

twar

eSal

esSc

hool

.com

CELEBRATEDo you celebrate achievement?Honor past success to stay engaged and motivated.

Drive the win home.

© 2

016

Sof

twar

eSal

esSc

hool

.com

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

ss.

Learn to Elevate Your Customer Conversations in B2B Software Sales

SoftwareSalesSchool.com

Gregg NicholsChief Sales Strategist