People often ask me this. My answer is simple: go top-down and bottom-up.

1. At the senior leadership level, you uncover the financial challenges, the strategic pressures, and the big bets they need to make.
2. On the ground floor, you see and hear the real pain points. The inefficiencies, frustrations, and missed opportunities that stall progress.

Here’s the way I think about it: it’s like building a Hamburger. 🍔

• • The top bun = leadership. They hold everything together from a strategic and financial perspective.
  • The bottom bun = the ground floor. They provide the foundation of reality which is what’s actually happening day to day.
  • Without both ends of the bun intact, your hamburger (and your engagement) is messy at best.

Too many salespeople only go high or only go low. The truth is, you need to go in both directions.

• • Leadership gives you the business case.
  • The front line gives you the proof case.

Together, they make the full hamburger, and your engagement sticks in both areas of the business.

Question for you: When you start researching and engaging with a new client, do you go in at the top or the lid, in on the ground or bottom, or build the whole hamburger from scratch? 🍔

#SalesLeadership #BusinessEngagement #CustomerSuccess #LeadershipMatters #SalesStrategy #TopDownBottomUp #EnterpriseSales #SalesGrowth #CorporateStrategy #LeadershipDevelopment

https://www.youtube.com/@Steve-Victor