Tag Archives: selling to senior executives

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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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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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

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Can you achieve differentiation at the C-level?

Can you achieve differentiation at the C-level? The short answer is “yes” – but not by doing the same thing as everyone else. Spending time asking discovery questions provides little to no value to Senior Executives. Rather, successful sales people do their homework first. Substantial time and resources are spent analyzing that information to bring a point of view to the meeting about an unknown problem that matters. Continue reading

Posted in General Posts, Sales Best Practices, Sales Call Execution, Sales Strategy, Selling to the C-Leve | Tagged , , , , , ,

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