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 Leader...
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 align your...
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 | Aug 3, 2011 | Sales Process
If you are wondering what drives a CEO’s decision to buy, I can guarantee you it is expectation, not price. I should really be saying something like, “Why CEOs don’t buy anything.” That is the real tip. You see, CEOs don’t buy —...
