Tag Archives: C-Level Sales

C-Level Selling Tips – Keep Competition Out of Your Key Accounts

Competitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about negatively and again vulnerable. If you haven’t stayed in touch reinforcing… Read More »

C-Level Relationship Selling – How to Differentiate When Selling

It’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different people, different number of installations, different sizes… Read More »

Selling to C-Levels – 8 Interviewing Tips to Easily Close Sales

Most sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or C-level executive. Interviewing questions open up C-levels and… Read More »

C-Level Sales Management — Helping Salespeople Handle Gatekeepers

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you’ve got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume they will be blocked,” and with this in mind have discussions with your salespeople before upcoming… Read More »