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When you’re selling to senior business leaders—or anyone for that matter—they all have questions running through their head. Unfortunately, if your approach to selling is based primarily on talking about your product or service, you are not likely addressing these questions because very few of them are about your solution.

During the “Cracking the Buyers Code” webinar that was conducted on June 19, the panelist of corporate decision makers and buyers shared some revealing insights for sellers.

A few weeks ago I was meeting with a friend (Terry) who is an executive in a mid-size company and we ended up talking about sales people. At one point I said, “As a sales person, it’s really tough to connect with people like you. Don’t you ever answer your phone?”

I recently received a call from an old supplier, who was obviously not prepared for the call. I started wondering, how many salespeople prospect old clients, without taking 5 minutes to prepare and risk losing an existing customer?