by Mark Hunter | May 13, 2015 | Sales Process, Sales Prospecting
You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them, or should I simply move on?” This question comes up a lot when...
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 24, 2015 | Sales Leadership, Sales Process
Your goal is to meet with the CEO, but you can’t get to them. The gatekeeper is blocking you. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at 6 AM on a...