by chris | Nov 7, 2015 | Sales Leadership, Sales Process, Sales Prospecting
When you meet with CEOs or other senior level people, make sure you are talking strategically, not tactically. CEOs are focused on outcomes that are big picture, not on the day-to-day technical things that have to happen. You need to make sure you...
by chris | May 7, 2015 | Sales Leadership, Sales Process
The price of entry to the C-Suite and selling to the CEO or other senior leader of an organization begins with establishing trust. CEOs are in a unique position, they’re responsible for the organization they lead but at the same time they’re isolated from it....
by chris | May 5, 2015 | Sales Leadership, Sales Process
Warren Buffett, in speaking at his annual shareholders’ meeting, shared about the importance of culture to a company. He spoke about how imbedded culture is at his own company, Berkshire Hathaway. He said the value of the culture will be seen in how it...
by chris | May 1, 2015 | Sales Leadership, Sales Process
First question to ask yourself is, “Why is having a meeting with the CEO so important?” If you can’t bring real value to the CEO, there is no purpose for the meeting. Value is in the information/insights. Challenge is in being careful as to what you...
by chris | Apr 29, 2015 | Sales Leadership, Sales Process
You’ve got your meeting scheduled with the CEO or you’re on the verge of getting the meeting. In either case, the question is asked, “Why should you be able to take up the CEO’s valuable time?” The most precious resource the CEO or any other...
