Selling to Senior Executives

Access and influence at senior executive levels is the single most critical factor in selling complex, enterprise solutions. Lack of proper executive contact, early in the selling cycle, is the most common source of lost deals and wasted resources. In this program you will learn:

• The levels at which you must call to optimize your success selling your product or service — and the answer is not the same for everyone!

• How to establish and maintain key relationships, especially at executive levels.

• How to sell to functions other than MIS, based on line-of-business solutions.

• When to make calls on senior executives — not too soon, and not too late.

• How to plan and conduct a precision marketing methodology that targets and gives you access to your ideal executive contacts.

• A complete strategy and tactics for planning and conducting effective executive calls.