by chris | Dec 23, 2016 | Sales Leadership, Sales Process
I was struck by a study I just read, “Global Leadership 2015-2016 Study.” What it says is really keeping CEOs up at night.  You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready...
by chris | Nov 20, 2015 | Sales Leadership, Sales Process
Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales...
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 | Oct 31, 2015 | Sales Process, Sales Prospecting
If you are emailing senior level people, make sure the email can be read on a smart phone. This is vitally important. Your message needs to be concise.  And be sure to not include attachments or elaborate signature lines. You want the person to read  your...
by chris | Jul 29, 2015 | Sales Prospecting
Stop immediately! Put the prospecting process you’ve been using on the shelf. It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1. Be strategic, not tactical....
