Posted under Sales
from http://thesalesblog.com 95 days ago

Most of the time a salesperson believes they need to call on the C-Level Executive to create an opportunity or capture one; they are incorrect. They only need what I would describe as the CEO of the Problem, the highest level person who would care about the initiative they recommend. That said, it is always helpful to have executive support for your long term prospects, and it can be necessary to keep you aligned with your clients overall strategy.

What is missing from the conversations about calling on C-Level Executives is why they should be taking more meetings with salespeople.

  • Awareness: If you are a C-Level executive, you are so heads down busy, buried in your work—and your bubble—that you can easily become woefully ignorant of what it going on in the outside world around you. Not only do you need to know what your competitors are doing ...

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