Struggling to sell at C-Level?
Jul 04, 2023
“We struggle to sell at C-Level... the team is great but can't crack this?”
Orange Hat series - Sales Director Dilemmas
It is a challenge... and a little different to sales they might be more used to and are great at
There are two big problems when you try to sell at C-Level
1. Gaining access
It’s getting harder (and more expensive) to secure meetings with senior decision makers.
2. Making that access count
Surveys show that senior decision makers say 85% of the sales meetings they take are a waste of time and add no value.
So a holistic approach to addressing these is required
The PIRATE Framework will help
🔶 Plan
- Set a strategy and commitment to sell at C-Level
🔶 Identify
- Understand what is important to the organisation and who to target
🔶 Research
- Prepare all necessary information to form a hypothesis to share
🔶 Approach
- Decide on the best form of contact and use that to open dialogue
🔶 Talk
- Prepare and manage the right kind of meeting to further discussion
🔶 Evolve
- Follow up and take the next steps to do business together
The key is to focus on
🟠 The right message
🟠 To the right person
🟠 In the right company
(Registration is now open for beta testers on a new course developed with Steve Hall)
Click here for details
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