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

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