The Highland Method
Built for Enterprise Technology Sales
The Highland Method gives individual sales reps and sales teams a competitive edge
to survive and succeed in complex enterprise technology sales.
to survive and succeed in complex enterprise technology sales.
You don't win because your solution is better. You win because your sales process is better.
In enterprise technology sales, great solutions compete against great solutions. The advantage comes from understanding the customer better—the people, the organization, the business problem, what must be proven, and what it will take to reach a decision. The Highland Method gives you a sales process built around that understanding.
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Six Integrated Frameworks. One Unified Approach
1. The Individual
Understand the person behind the buying decision.
2. The Organization
Understand how the customer's organization works and buys.
3. The Account
Understand the people, relationships and opportunities within the account.
4. The Strategy
Turn what you've learned into a strategy for winning the opportunity.
5. The Value
Prove the solution and establish its financial value.
6. The Validation
Build alignment, gain commitment and advance the opportunity.
One Method. Two Powerful Advantages.
For the Sales Professional
Survive and Succeed in Enterprise Technology Sales.
A practical approach to understanding customers, developing opportunities, and knowing what to do next.
A practical approach to understanding customers, developing opportunities, and knowing what to do next.
For the Sales Organization
A Common Operating System for Sales.
Give your team one approach and one language for developing and advancing enterprise opportunities.
Give your team one approach and one language for developing and advancing enterprise opportunities.
The Complete Highland Method. One Course. $499.
Everything you need to learn The Highland Method in one comprehensive,
self-paced course built specifically for enterprise technology sales.
self-paced course built specifically for enterprise technology sales.
SIX INTEGRATEDFRAMEWORKS
A complete approach from understanding the individual through validation.
LEARN ATYOUR OWN PACE
Online and on demand. Learn when and where it works for you.
BUILT FORTECH SALES
Videos, podcasts, case studies, and practical applications show the Method in real enterprise sales situations.
See the Highland Method in Action
Watch Angela’s Deal
Six episodes. One complex enterprise opportunity. Follow Angela as she navigates competing priorities, hidden influences, internal resistance, and the realities of enterprise technology sales.
See how the Highland Method works when a real deal is on the line.
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Write your awesome label here.
Ready to Learn The Highland Method?
Get the complete Highland Method Enterprise Technology Sales Course.
Six integrated frameworks. One unified approach. Self-paced, online, and built specifically for enterprise technology sales. 12 Months Access,
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