In today’s environment, budgets are tighter, hierarchies are flatter, and approvals are more complex. That means deals often stall unless you’ve engaged the right level early. Sellers need to navigate carefully — building credibility, uncovering priorities, and demonstrating business acumen before asking for the meeting.
The best reps aren’t chasing signatures — they’re connecting their solution to strategic priorities. They know the EB because they understand what problems leadership is trying to solve outside of their product. The key is patience: you earn your way up through insight, not pressure.
Three things to do today:
- Read the last quarterly report or press release for one of your top accounts and highlight the top three strategic initiatives.
- Identify one person who reports to your suspected EB and start engaging them around those same initiatives.
- Build your “business-level elevator pitch” — one sentence on how you impact revenue, risk, or cost.
Today’s decision-makers are harder to access — but they’re more open to those who speak their language.
