Search Results for: c-suite

Tips for selling to the c-suite – Video

Salespeople increasingly are calling on the C-Suite – and it’s a different sale. This video presents tips to successfully call on the C-level. Continue reading

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Reinventing the sales conversation with the hospital c-suite

MedTech salespeople must have an effective strategy for selling at the senior executive level in hospitals. Customizing what you say – the content – is a key start, along with personalizing it and making the sales call into a conversation. This blog 7 shares strategic priorities in the hospital c-suite tohelp MedTech salespeople get started. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Sales Training, Selling to the C-Leve, Uncategorized | Tagged , , , , , , , , ,

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Selling to the c-suite … timing is everything – A sales tip

If salespeople want to build effective relationships with senior executives they must be engaged with the senior executives early in the buying process. If the contact is first made during the middle phase of the buying cycle when competitive options are being evaluated, then the sales person is reduced to playing a “solution presenter” role. The likely outcome will be a short meeting with a referral to someone lower in the organization. The salesperson is simply too late! Continue reading

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Selling to the c-suite – best practices for gaining access and what to do next

In the B2B market the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior level. So, an important component of any winning account strategy is gaining access to senior executives and selling successfully once you are there. 
 This blog shares best practices for selling to the C-level. Continue reading

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Artificial Intelligence – a last best hope for sales management coaching

When sales managers spend more time with their sales teams, good things happen. Yet, sales managers often run out of time to coach their sales team. Sales managers in best-in-class companies actively coach their sales teams – and – they leverage trends, like AI, to ensure that their sales managers have the time to coach. Continue reading

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Selling at C-level and the too late-too little puzzle

When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead – have a business conversation! Continue reading

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Navigating the byzantine world of the complex sale

Relying on relationship selling alone for success will not carry the day when you are engaged in a complex sale. You must be business-savvy, possess superior sales skills, know the customer’s business and have the institutional awareness and political acumen to leverage and orchestrate internal company resources. You must be a trusted advisor who can provide insights that make a difference versus a product facilitator who simply has a solution to sell. Continue reading

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Sales middle managers – what motivates them the most?

Companies cannot develop and sustain a superior sales force without putting great emphasis on the importance of the front-line sales manager role. Unfortunately we have seen a fair number of companies that failed to do so. Continue reading

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10 tips for B2B salespeople to win the sales call execution challenge

Successful B2B salespeople implement these 10 sales tips when executing their sales strategy – described in this blog post. Continue reading

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