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
pplie
r
Vend
or
Expe
rt
Part
ner
1234
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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.
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Learn to Elevate Your Customer Conversations in B2B Software Sales
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Gregg NicholsChief Sales Strategist