From the monthly archives:

September 2009

How to Convert Executive Access to Value

September 29, 2009

You finally got a meeting with a key customer executive that you’ve been pursuing for months. Congratulations! Now it’s time to prepare. Here’s what you need to do before you show up to the executive suite.
Do your homework and have a strategy in place before you walk through that door. Never improvise in a sales [...]

Do Executives See You As Your Own Worst Enemy?

September 23, 2009

As a sales professional, it’s natural that closing the deal is foremost in your mind. However, our experience shows that focusing on winning during an executive engagement actually undercuts your prospects for success.
Winning a strategic sale requires many interactions. Concentrating on success in advance distracts you from what you want — performance in the [...]

Selling to Retail Customers? Use these Industry-Specific Metrics

September 21, 2009

One of the easiest ways to demonstrate you understand the customer’s business is to quantify your value using industry-specific metrics important to them. Gain credibility and create differentiation when engaging retail executives using the metrics below.
Executive Selling Bonus Tip: Analyst reports commonly benchmark companies using the key metrics of an industry. They’re an ideal resource [...]

Increasing Your Pipeline by Decreasing Costs for Customers

September 10, 2009

Fact: Regulatory agencies worldwide are increasing demands on organizations to secure and protect customer information.
Implication: Your customers struggle to comply with this onslaught of new and expanding regulations.
Opportunity: Align your solution with reducing your customer’s overall total cost of compliance.
Use these sales strategies to increase your pipeline!
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Leverage the reality of your customer’s regulatory [...]

What to Do When One of Your Executives Wants to Join You on a Call

September 4, 2009

You’ve done it: You finally managed to get an hour of time with a customer executive you pursued for months. Now, a top executive from your company wants to join you on the call.
Bringing a top executive along could be a good thing, as it might show your potential customer how important they are to [...]

ES Research Interviews Executive Conversation on Gaining Access to the Executive Suite

September 1, 2009

Dave Stein of ES Research Group, Inc., the foremost independent source of intelligence on sales performance improvement, reached out to hear our buyer’s-side perspective about gaining and maintaining access to the executive suite.
The result of his interview with President Mike Rohan and Consulting Executive Bob James was this highly insightful podcast about what executives look [...]

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