Tag Archives: selling to executives

Selling to senior executives – one strike and you’re out

In major accounts it is more important than ever to have an effective strategy for selling at the senior executive level. But a warning … you don’t have many opportunities to get it right and if you get it wrong the first time, you probably won’t be a second time. Obviously successfully selling to senior executives is a book with many chapters. However, one of the underlying success factors for developing the right strategy relates to timing – when in the buying cycle do you want to engage at the senior level and what do you need to do before you get there? Continue reading

Posted in Sales Best Practices, Sales Training, Selling to the C-Leve | Tagged , , , ,

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