You need to get higher and wider in your accounts. Your sales people are stuck in transactional conversations at an operational and mid-management level. You should be competing on business value but too often you're competing on price. Your sales people find it hard to reach and establish credibility with the real decision makers, sponsors and influencers. You don't really know what's going on in the account and you often lose business to competitors who are working further up the chain. Even when you do win, you're several steps removed from the decision makers and approvers and you rarely close the sale in the month you expect.
These resources will help you diagnose what's happening, give you practical advice to improve and strengthen your capability in selling at an exec level and describe how we can help you get on the C-level agenda fast.