Vendor Neutral

MAY 13, 2021

Rethink Your Selling Strategy for Success with the C-Suite. 5 Things to Know When You Sell to the C-Suite. What’s the hardest thing about selling to the C-suite? More than anything, a value-driven strategy is about shifting your selling mind-set. The pressure of such high stakes?

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Decision Maker How To Webinar Metrics Scale 75

SBI Growth

MARCH 6, 2013

If this is true, then why are so many C-Level presentations so bad? In this article, I’ll suggest a framework for a C-Level sales presentation. In this article, I’ll suggest a framework for a C-Level sales presentation. If you are selling into the C Suite, give it a try. This is what you are “selling.”

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Chorus.ai

SEPTEMBER 17, 2020

Have you noticed that there are more C-level titles showing up on your sales calls? On this week’s Weekly Briefing, Jim Benton and Joel Rackham discussed how they’re energizing and preparing their teams to sell to the C-Suite. Diving into the data, Jim wanted to know what experience Joel has had selling to the C-Suite.

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RAIN Group

JANUARY 16, 2023

Many sellers, when asked what’s holding them back from talking with the C-suite, say things like, "I don't feel comfortable," "I have nothing to offer to them," or "I'm not at their level.". Most sellers want to have better meetings with senior executives but don’t know how to do so. Speaking to senior executives can be intimidating.

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Richardson

JULY 14, 2021

Earning a chance at success with the C-suite means proving credibility in the first 5 minutes. The opportunity to meet with and sell to the C-suite can be a long or short conversation. The C-level executive does not have the time or inclination to educate the sales professional. Preparation is crucial.

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Sales Hacker

JUNE 10, 2020

An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. Selling to C-suite executives allows you to: Accelerate your Sales Cycle.

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Decision Maker Sales Cycle Up-Sell Case Study 83

Vendor Neutral

MAY 3, 2021

Why You Can't Sell. To The C-Suite. Selling to the C-Suite. It’s a bit intimidating dealing with the C- suite, but you’ve prepared for this conversation. It’s a bit intimidating dealing with the C- suite, but you’ve prepared for this conversation. REGISTER NOW. No second chances.

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Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

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Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

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John Barrows

JANUARY 4, 2021

The post WEBINAR: John Barrows hosts “Creative Strategies For Selling To The C-Suite In 2021” appeared first on JB Sales.

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Vengreso

OCTOBER 25, 2018

Subscribe to Selling With Social. We’ve all heard that there are advantages to selling to the C Suite, but do you know what they are and how to make the most of them? My guest on this episode of #SellingWithSocial is one of the foremost authorities on selling at C Level, Steve Hall. LISTEN NOW!

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Sales Training Connection

SEPTEMBER 10, 2014

Salespeople increasingly are calling on the C-Suite – and it’s a different sale. This video presents tips to successfully call on the C-level. Technorati Tags: sales best practices , sales training , selling to C-level , selling to the c-suite.

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Sales Training Connection

OCTOBER 28, 2013

Selling to the C-Suite. Selling to the c-level ? Technorati Tags: sales best practices , sales training , selling to the C-level , selling to the c-suite. Senior executives are not equally engaged throughout the buying cycle. The salesperson is simply too late!

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Janek Performance Group

JANUARY 16, 2019

Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It’s also an area where many sales professionals fail – according to Dr. Steve Bisritz’s research, just 31% of sales reps are effective at selling to the highest levels of an organization.

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Funnel Clarity

AUGUST 17, 2023

Sales professionals are resilient, consistently adapting their messaging and presentations to suit varied industry prospects. Overcoming objections, and turning rejections into possibilities, are scenarios that teams strive for and, with proper research, can be attained.

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Hubspot Sales

AUGUST 13, 2018

They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. “Just stop,” s pat the COO from across the table. “I I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain.

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Decision Maker Webinar Metrics Banking Study 95

The Sales Hunter

AUGUST 8, 2017

One of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization. Thinking you can use the same approach you use with others in a company is simply not going to work. In my book, High-Profit Prospecting, I devote several […].

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Marc Wayshak

APRIL 10, 2024

If you really want to succeed in sales , then you’ve got to start selling to individuals at the highest levels of an organization. Yes, I’m talking about the C-suite. C-suite executives are the key decision-makers. However, C-suite sales can be intimidating —even if that’s where the biggest rewards lie in sales.

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Gong.io

AUGUST 1, 2018

They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. “Just stop,” s pat the COO from across the table. “I I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain.

Decision Maker 75

Decision Maker Banking Study Call-back 75

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

OCTOBER 31, 2019

The post Executive-Level Selling: How to Actually Gain Access to the C-Suite by Tim Riesterer appeared first on Corporate Visions. The most popular approach to executive-level selling is the least effective, according to new academic research from Corporate Visions. The Research: Gaining Access to Executive Buyers.

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Sales Training Connection

OCTOBER 4, 2013

In the B2B market the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior level. So, an important component of any winning account strategy is gaining access to senior executives and selling successfully once you are there. How do you gain access to the c-suite?

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SalesLoft

SEPTEMBER 18, 2019

A young rep should ask themselves how to best prepare for selling to the C-Suite. Selling to the C-Suite: Improving Executive Presence in New Sales Reps. Selling to the C-Suite: Improving Executive Presence in New Sales Reps. Time is a luxury that most C-Level executives aren’t afforded.

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Construction Sales Automation eBook Coaching 58

Sales Evangelist

JULY 6, 2018

For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to executives, and he says there’s a right way and a wrong way to do it. For many sales professionals, learning to sell to the C-suite is intimidating.

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Anthony Cole Training

JULY 21, 2022

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

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Sales 283

Drift

FEBRUARY 4, 2021

Picture this: You’re sitting around a (virtual) conference room table, slides ready, water handy. And in comes the CEO. You’ve finally made it. Now, you know that they’re the main decision-maker for this sale. You’ve done your homework, and you know what they say goes.

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Zoominfo

SEPTEMBER 7, 2021

We all know the residents of the C-suite hold the real power in their organizations. But the COVID-19 pandemic has disrupted that status quo and made the path to connecting with a C-level decision-maker much shorter. The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite?

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Sales and Marketing Management

NOVEMBER 9, 2020

Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. Here’s how the sales team should handle calls now that the C-suite is actively involved. Get the Executive Talking. Our research has found CXOs talk 8.5% Dive Into the Demo, Not the Deck.

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Sales and Marketing Management

JUNE 26, 2023

Creating one-of-a-kind experiences for groups creates long-lasting motivation and loyalty, but selling these programs to the C-suite takes careful planning. The post Making the Business Case for Incentive Travel appeared first on Sales & Marketing Management.

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Chorus.ai

AUGUST 28, 2020

Watch This Week's Episode. CLICK TO VIEW. Watch the Video. On this week’s Briefing, Jim Benton was joined by Pete Kazanjy. Pete is the Co-Founder of Atrium , Founder of Modern Sales Pros, and the author of Founding Sales, among many other titles and achievements. Even with this lofty goal, they opened the conversation talking about their kids.

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Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. More importantly, it was short lived.

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Hiring Discount Decision Maker Call-back 182

BrainShark

JULY 9, 2018

Salespeople chasing bigger and better deals eventually have to win approval from executive buyers, but gaining access to the C-suite is no easy task.

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Prospecting Buyer 63

Sales and Marketing Management

JUNE 26, 2023

Associations that serve the incentive travel and non-cash recognition industries publish valuable research that can help sell a group incentive travel program to the C-suite. It’s helpful to understand emerging trends, participants’ preferences and key elements of program structure.

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No More Cold Calling

JANUARY 11, 2024

That doesn’t surprise me, considering those same salespeople only spent about 28 percent of their time actually selling. Yet, quotas continue to increase. Doesn’t make much sense, does it? In 2023, 72 percent of sales pros expected to miss quota, according to the Salesforce State of Sales Report.

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The Pipeline

JUNE 9, 2020

The idea is to establish contact and some relationship with people across both the buying and selling organizations. Sales to Economic buyer; C-suite to C-suite; ops to ops; finally finance to finance. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool.

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Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. A global pandemic. A new generation of decision makers.

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