Episode 145: Selling Above and Below the Line - Skip Miller

<p><span style="font-weight: 400;">How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today's guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today's episode, Skip discusses ideas from his new book</span> <em><span style="font-weight: 400;">Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. </span></em><span style="font-weight: 400;">Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to create an above the line narrative, and what to focus in in above the line conversations. </span></p> <p><strong>Episode Highlights:</strong><span style= "font-weight: 400;"> </span></p> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">Whether an SDR is naturally inclined to prefer inbound</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">The different languages above and below the line</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Different value propositions for buyers above and below the line</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Tools to create an above the line narrative</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Whether inbounds are typically above or below the line</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Use cases where getting people to go above shortens the lag of time</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What above the line conversations focus on</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">When to discuss what the new normal will look like</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Understanding above the line energy</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">The ratio of questions in above the line conversations</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Call planning</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Importance of understanding both above the line and below the line conversations</span> </li> </ul> <p><strong>Resources:</strong><span style= "font-weight: 400;"> </span></p> <p><a href= "https://www.linkedin.com/in/skip-miller-a7243"><span style= "font-weight: 400;">Skip Miller</span></a></p> <p><a href="https://www.m3learning.com/"><span style= "font-weight: 400;">M3 Learning</span></a></p> <p><a href= "https://www.amazon.com/dp/B00KZ4TNRM/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1"> <em><span style="font-weight: 400;">Selling Above and Below the Line</span></em></a></p>