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Target the C-Level

Target the C-Level


Sales managers everywhere become frustrated because instead of their sales  team digging deep and coming up with an engaging solutions they choose to take the path of least resistance.  The majority of sales personnel will continue to pursue the same process over and over again and then complain that no one is buying or the economy is bad and they become disillusioned.

I would suggest that sales professionals everywhere learn to speak to the C-Level if they sincerely desire to make a difference and an impact.  Most sales professionals are intimated by talking to this level because it takes work and a lot of it.  C-Level executives do not care what you can offer instead they want to know what are you going to do for me and my company?  The successful sales executive must first identify a possible challenge that a potential client may having, or a problem that they need to solve and they offer their given products or service as a well thought out solution to meet those challenges head on.

Sales executive need not be intimidated by the executive level they merely need to prepare to speak and think like executives think.  Leaders are always searching for critical success factors that will make a difference and will welcome those that assist them in making the right decisions that can make their department or organization achieve better results.

Those of you that read this blog on a regular basis know that I have a background in adult learning and performance support solutions and it would be natural to think I target directors of learning.  That is true, but performance cuts across the entire enterprise and  I also target COO’s, CFO’s, CIO’s and VP’s of Marketing because all of these individuals are facing performance issues on a day-to-day basis and I believe I have solutions to improve performance and make a difference for their given areas.

So the next time you find yourself frustrated with the sales process take a look at who you are calling on and get yourself out of your comfort zone and call on the entire enterprise – especially the C-Level because that is where the action is.  It will take work and lots of it but in the end it will make as difference in your sales success.

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