The sales techniques required to land deals exceeding $10MM are vastly different than those used to close deals of lesser value. Building trust and negotiating successfully at that level of the game means being at the right table with the right people, delivering the right message.
A Global Fortune 50 company engaged Goldberg Strategic, Inc. to conduct original field research exploring the drivers for their success closing these high-dollar sales and managing these important customer relationships. Rebecca’s strong background in conducting truly customized, confidential research—and using her Lean approach to translate this knowledge into executive development experiences—made her the right choice for this initiative.
Her research led her to exploring the factors underlying messaging, negotiating, and building trust with important, high net-worth accounts, and resulted in the development of immersive course material that was implemented globally with senior leadership.
