Tag Archives: selling to the C-level

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 … 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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Elite selling – executive sponsorship programs

In a Fortune 500 company top customers bring in a disproportionate amount of the revenue and profit. And, if you can bring a creative and imaginative focus to these customers both of those numbers can be increased substantially.

Because of the potential, companies are instituting special Executive Sponsorship Programs for their top accounts where they assign a top senior manager (TM) to the account in addition to the Account Executive (AE). The purpose of these programs is to develop a special relationship with the C-level personnel in the customer organization so that partnering opportunities can be explored.
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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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Selling to senior execs – the white rabbit was right

Today in major accounts it is more important than ever to have an effective strategy for selling at the senior executive level. From a strategic perspective you don’t have many opportunities to get it right and if you get it wrong, you won’t have any more opportunities. One of the keys for developing the right strategy relates to the notion of timing – when in the buying cycle do you want to engage at the senior level? The early part of the cycle warrants senior attention because the need for the project is decided and the scope is defined. In the middle attention turns to evaluating competitive options, that is a job for those who will be directly engaged in and are impacted by the project. Continue reading

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

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