In ‘Selling Above and Below the Line,’ William ‘Skip’ Miller shares innovative sales strategies, primarily focusing on the balance between approaching top-level executives (above the line) and middle management (below the line). The book sheds light on the unique concerns of each group and provides insights into successfully influencing them for successful sales pitches.
Understanding the Line
The ‘Line’ represents the division between high-level executives (Above the Line – ATL) and middle management (Below the Line – BTL).
Each requires a different sales approach, with ATL individuals focusing more on strategic goals, and BTL on operational and process efficiency.
Adapting to Market Trends
Keeping up with market trends and adapting your sales process accordingly is crucial.
This helps you understand changing consumer needs and adjust your approach to maintain relevance.
Relationships Matter
Building strong relationships with both ATL and BTL individuals is crucial.
It’s important to understand their unique concerns and satisfactorily address them.
Understanding Business Models
An understanding of the client’s business model aids in aligning your product or service to their goals.
This demonstrates how your solution fits into their operations.
