With spending always being scrutinised, many final decisions for larger sale transactions lay with the C-Suite (CEO, COO, CPO, CFO etc). With research suggesting 73% of sales with a spend of more than £25,000 lay with the C-Suite, this session looks at ways to win over the executive committee.
What makes each c-suite executive decide to buy? How does your solution, that may never actually be used directly by a C-Suite executive still get their approval.
This session shows you ways to get in to the C-Suite, along with how to hold those critical conversations, once you get there. We’ll also show you how to present your offering to the C-Suite, helping them understand your solution.
Learning Objective:
Sales skills to executive leaders in larger organisations.
"Selling to the Top: David Peoples' Executive Selling Skills" by David Peoples offers a comprehensive guide to mastering the art of selling to top executives in organisations. Drawing from his extensive experience as a sales professional and consultant, Peoples provides practical insights, strategies, and techniques for effectively engaging with high-level decision-makers and securing their buy-in.
"Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top" by Nicholas A.C. Read and Stephen J. Bistritz is a comprehensive guide that delves into the intricacies of selling to top-level executives in organisations. Through their extensive experience in sales and interactions with C-suite leaders, the authors offer invaluable insights and practical strategies for navigating the complex landscape of executive decision-making.
