| Topic : Selling to C - level Executives |
|
|
IT Sales and Business Development
|
Activity:
Question posted: 09 13 2010 11:52:07 +0000,
2 answers, 151 views, last activity
06 19 2011 16:52:14 +0000
|
|
Direct calling to CXO's means directly putting up the idea in front of the decision makers of the company with out any background check on the company. Investigative call to Mid level managers means first understanding the company background, inclination towards technology etc and then approaching it
I do agree with Nisha. Proper homework about the opportunity will ensure better chance of a sale. CXOs will not be interested in general talk. They expect any vendor to come with a solution to decide. It is the mid-managers who can help you identify painpoints and also to map the account and identify key stakeholders of that account. I have tried this approach and it is working well for me. Being into SAP implementation, I try to extract as much information from the initial contact to design my proposal so that only the core is highlighted to the CXO for faster and better decision.
Yes there should be some basic ground rules to be followed. This will help in better decision making process... Never take anything directly to the top, it should pass through the succession stages.....
|
|
Whichever sort of communication it is whether its in organizations or whether its from a product... |
|
|
1360 referals
68 arguments,
764 views
|
|
|
Social Media is an Expense for Midsize B2B company - Social Media has everything to do... |
|
|
569 referals
12 arguments,
442 views
|
|
|
With over a decade in the new mellinium. There has been a major change over in every aspect of... |
|
|
300 referals
8 arguments,
195 views
|
|
|
|
|
|
|
|
|
IS ACADEMIC PERCENTAGE CRITERIA ALWAYS MANDATORY FOR EXPERIENCED SAP CONSULTANTS. HOW TO OVER... |
|
|
1 referals
0 answers,
0 views
|
|
|
Sorry for disturbing you. I request to go through below write-up/profile as a short... |
|
|
1 referals
0 answers,
0 views
|
|
|
To brief on myself, I am P2P, PMP, MBA(IT), B.E.(CS), Oracle SCWCD, J2EE Professional with 8+... |
|
|
0 referals
0 answers,
0 views
|
|
|
|
|
We spend time socializing through different social networking sites and discuss so many things...we give our precious time in this..... We are very much aware of increasing pollution, green house effect and other things but on the day which we... |
good one...but not always...what I feel is every people working in an organization are like a cohesive unit working for a common goal and every individual has its own importance. |