Thomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen.
He is also the co-author of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Think of it as a “tactical field manual” about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning.
We discuss navigating the Buying Committee and Stakeholder Management at length, Tom has great experience and insight in this area.
We also dig into dealing with gatekeepers, who Tom calls ‘VPs of Access’, Tom recommends a professional and respectful approach and gives us some great straightforward tips.