THE SALES ENGAGEMENT HAS CHANGED Changes in the economy has caused us to change the way we engage companies. The last blip on the economic radar saw shareholder demands change, and therefore corporate leadership responsibility change as well. Today company leaders are totally focused on how they spend their money. Gone are the days where middle management would have budget sign-off and salespeople could spend all their time calling at lower levels. Now we find that all buying decisions are signed off at Executive level, and if you can't sell to these decision-makers, then chances are you are going to win very few sales. We believe that today's sales professional needs to be able to understand business issues, and be comfortable engaging customers across the company value chain. Effective engagement in this manner will allow you to prove value to your customer, which in turn will deliver serious sales results for you. This is where the Sales MBA comes in. We help sales professionals and sales leaders understand how to sell with a business-focused approach, and what is expected of them when they engage with decision-makers. We do not teach quick hit techniques, we rather help people develop a professional, confident sales behaviour that drives results.