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 Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. 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. 

Episode Highlights: 

• Whether an SDR is naturally inclined to prefer inbound
• The different languages above and below the line
• Different value propositions for buyers above and below the line
• Tools to create an above the line narrative
• Whether inbounds are typically above or below the line
• Use cases where getting people to go above shortens the lag of time
• What above the line conversations focus on
• When to discuss what the new normal will look like
• Understanding above the line energy
• The ratio of questions in above the line conversations
• Call planning
• Importance of understanding both above the line and below the line conversations 

Resources: 

Skip Miller

M3 Learning

Selling Above and Below the Line