Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

7. Moving to a higher level

‘A problem cannot be solved at the same level of thinking as that which created it.’

—Albert Einstein, Physicist and Thinker (1879–1955)

I Owe U salespeople strive to engage buyers at a strategic level as opposed to a tactical level. In this chapter we help those who favour a strategic approach to uncover the key drivers behind the immediate issues.

Bear Toys Ltd – part 1 Richard and Emily had heard rumours that Bear Toys were not happy with their current accounting system. It apparently did not provide all the functions that their CEO, Madeleine Mater, needed as an increasingly significant part of the business was being driven by exports. Thanks to a reference from a contact in the company, Richard and Emily got ...