4 Authority Levels of B2B Software Sellers

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Transcript of 4 Authority Levels of B2B Software Sellers

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4 Authority Levels of B2B Software SellersSoftwareSalesSchool.com

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How Valuable are Your Offerings to Your Customers?It depends on Who You Are to them… the Authority you command.

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4 Authority Levels of B2B Software Sellers Su

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What Is Your Seller Authority Level?There are 3 factors that indicate how valuable you are to your customers.

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Why Does Your Company Exist?

Marketing Message

How Do You Engage the Customer?

Sales Strategy

What Do You Define as Success?

Transaction Emphasis

Factors that Define Your Seller Authority Level

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Provide Most ValueMarketing Message

Promote Lower Price

Sales Strategy

Increase Seat Quantity

Transaction Emphasis

Seller Authority Level

1. Supplier

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Typical Customer Interaction

1. Supplier

Our software is the least expensive video collaboration app on the market. Why don’t you download it today?

Start handling objections.

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Provide Most Features

Marketing Message

Promote Better Functions

Sales Strategy

Increase Price/ Lower Discount

Transaction Emphasis

Seller Authority Level

2. Vendor

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Typical Customer Interaction

2. Vendor

Our software combines audio, web, and video conferencing functions while providing real-time meeting performance analysis. Wouldn’t these features help your team?

Ask better sales questions.

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Provide Most Productivity

Marketing Message

Offer Improved Workflows

Sales Strategy

Increase Deal Size/ Expand Mix

Transaction Emphasis

Seller Authority Level

3. Expert

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Typical Customer Interaction

3. Expert

You travel overseas for account reviews. Video conferencing enables you to manage remote reps without travel. Wouldn’t the savings that your organization reaps far exceed the solution cost?

Demonstrate productivity improvements.

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Provide Most Impact

Marketing Message

Offer Transformed Business

Sales Strategy

Higher Lifetime Value

Transaction Emphasis

Seller Authority Level

4. Partner

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Typical Customer Interaction

4. Partner

Customer visits are 15% of your budget. Engaging virtually would eliminate 1/3 of these visits. You would slash Cost of Sales by 5% and realize 150% ROI. Isn’t this a good investment in your company?

Share insightful opportunities.

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What’s the Sales Impact of Seller Authority Level?

Competitors Pipeline

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Maximize Your Sales Impact and Customer ValueIncrease your Seller Authority Level to build your business long-term.

Learn more about the 4 Seller Authority Levels.

Learn to Elevate Your Customer Conversations in B2B Software Sales

SoftwareSalesSchool.com

Gregg NicholsChief Sales Strategist