© 2

016

Soft

war

eSal

esSc

hool

.com

4 Authority Levels of B2B Software SellersSoftwareSalesSchool.com

© 2

016

Soft

war

eSal

esSc

hool

.com

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

© 2

016

Soft

war

eSal

esSc

hool

.com

4 Authority Levels of B2B Software Sellers Su

pplie

r

Vend

or

Expe

rt

Part

ner

1234

© 2

016

Soft

war

eSal

esSc

hool

.com

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

© 2

016

Soft

war

eSal

esSc

hool

.com

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

© 2

016

Soft

war

eSal

esSc

hool

.com

Provide Most ValueMarketing Message

Promote Lower Price

Sales Strategy

Increase Seat Quantity

Transaction Emphasis

Seller Authority Level

1. Supplier

© 2

016

Soft

war

eSal

esSc

hool

.com

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.

© 2

016

Soft

war

eSal

esSc

hool

.com

Provide Most Features

Marketing Message

Promote Better Functions

Sales Strategy

Increase Price/ Lower Discount

Transaction Emphasis

Seller Authority Level

2. Vendor

© 2

016

Soft

war

eSal

esSc

hool

.com

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.

© 2

016

Soft

war

eSal

esSc

hool

.com

Provide Most Productivity

Marketing Message

Offer Improved Workflows

Sales Strategy

Increase Deal Size/ Expand Mix

Transaction Emphasis

Seller Authority Level

3. Expert

© 2

016

Soft

war

eSal

esSc

hool

.com

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.

© 2

016

Soft

war

eSal

esSc

hool

.com

Provide Most Impact

Marketing Message

Offer Transformed Business

Sales Strategy

Higher Lifetime Value

Transaction Emphasis

Seller Authority Level

4. Partner

© 2

016

Soft

war

eSal

esSc

hool

.com

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.

© 2

016

Soft

war

eSal

esSc

hool

.com

What’s the Sales Impact of Seller Authority Level?

Competitors Pipeline

© 2

016

Soft

war

eSal

esSc

hool

.com

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