Tag Archives: selling to the c-suite

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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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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