Do your offerings have to be sold? Many offerings can be bought, or purchased with a minimum of interaction with a sales person. Complex sales require more.
If they must be sold, your sales people initiate conversations at the executive level. And that requires research, preparation, targeting, and an economic business case that is relevant and valuable.
Selling higher up means selling smarter, with greater focus, and much deeper awareness of the customer.
In selling to the Executive layer, the conversations need turn to business value
relevant to this key decision group. The conversation need be strategic, significant in impact, and stand up to comparative analysis. The Offer must be in terms that management, the board, and other key stakeholders will value, and easily understand.
Selling o Executives is a disciplined approach to defining, communicating, marketing, and selling value to the people who want and need it most. It is in short, a top down sell.
We have another approach, proven, learnable, and invaluable to companies that want an unfair advantage
over their competition.But don’t just take our word for it. Listen to these successful business executives
as they tell their story about what works, and the impact on their business.