From the monthly archives:

July 2009

Sales Question of the Week: How to Avoid Alienating Lower-Level Contacts En Route to the C-Suite

July 30, 2009

Q: How do you avoid alienating existing relationships at lower levels within an account when you’re targeting to meet with high-level executives?
As this is a situational question, we’ve provided several different solutions below.
If it’s an existing customer and you’re depending on your current contact for the introduction, you’ll need to present a compelling case that [...]

It’s Payback Time: The Ideal Means to Move Deals Forward

July 23, 2009

You’re in a sales call with a customer executive. They’re showing signs of interest: nodding their head, hanging on every word, taking notes. Now, what’s the best next step to move the deal forward? Short answer: the simple Payback. It’s the logical way to secure executive-level sponsorship for investing in your solutions.
Why Payback is [...]

One Tough Sales Question, Three Different Executive Perspectives

July 21, 2009

Of all the questions we receive from the sales teams we work with, one of most common involves when and how to use references. Sometimes, one question incites a number of different perspectives.
In this post, our Consulting Executives share three different viewpoints on how to use references when responding to RFP’s and RFI’s.
The Situation
You [...]

Welcome to our new blog, Selling to Executives.

July 9, 2009

For sales and marketing professionals alike, our objective is to share executive insights in this blog that build business acumen for credibly engaging and selling to executives. We hope you enjoy this first post.

As the critical first step in effectively linking solution value to customer initiatives lies in understanding your customer, we felt the [...]

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