Selling to C - level Executives
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corporates,c-level executives,corporate sales, corporate selling,sales, marketing & sales,marketing,business development,
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IT Products
Functional Area : B2B Sales |
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About "Selling to C - level Executives" topic:
Talking to senior level corporate decision makers is a challenge for many sellers. What do you say? What's of interest to them? What works and what doesn't work, to understand the whole thing is a big challenge for sales people, so let us discuss & share here like, how to sell to the C-level executives.
1 insight
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on topic: "Selling to C - level Executives"
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1
Key words
2
Rushing into selling
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saurav ujjain
| Added idea
"Negotiations are too product Orientated"
| 3 years ago
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Their selling efforts are oriented towards the product/service rather than the exact requirements and expectations of the customer.
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Ramdas Pawar
| Supported idea
"Key words"
| 3 years ago
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Mrs. Vibha I support your idea key words play a vital role in communicating to C-level executives. We should know what words to use and what not to. Keep sharing your valuable ideas.......
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Jayaram VS
| Supported idea
"Key words"
| 3 years ago
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CXO level sales call should require lot of preparedness other than the usual ones. As some body quoted , it would be effective if we can communicate in the same frequency of the CXO. More importantly, a sales person should be good at timing and...
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Ideate: "What are the biggest mistakes sellers make when calling at the C-Level?" deleted from your view.
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1
Communication
2
Contribution to the client's goals
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Satish Kumar
| Added idea
"Building confidence "
| 3 years ago
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Building confidence to the executive level
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Resmi Maxim
| Supported idea
"Communication"
| 3 years ago
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Corporate level people have less time to spare. A salesman who is capable of communicating the bottomline effectively can definitely perform well and realise the sale.
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manish saini
| Supported idea
"Communication"
| 3 years ago
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toatally agree with mohit sie, coz any thing is not final is frst sales call u need to spend time with customer to learn to knw exact requirment n this is do whn only u have good communication skills. thn u projest ur product in front of customer...
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Ideate: "What are the requirements for selling to the Corporate level exceutives?" deleted from your view.
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The main strategy of sales is to understand the needs of the client. In order to understand your client you need to gather information of what he needs. If your client is a C-level executive wh...
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Rohit Mittal
| Answered
| 3 years ago
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Well you can use tools like 1.www.googlefinance.com 2.www.hoovers.com 3.www.factiva.com 4.www.onesource.com 5.www.reuters.com Apart from googlefinance all others are paid and good sources of information on organizations worldwide, their top execs...
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Murugan.S.K
| Answered
| 3 years ago
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The best way to gather information : 1. Direct survey from our clients 2. Survey from questioneir 3. survey from secondary reports
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Sudeep Tarafdar
| Answered
| 3 years ago
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This depends on whether they are public or private company. Normally companies publish information for the entire world to see. If it is public company we should find these metrics through the companies website and understand why they choose...
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Answer: "What is the best way to gather information on your clients and what is the best mix of aligning to a C-level executive?" deleted from your view.
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Nowadays people make decision by looking at the performance metrics. Are the C-executives and sales professionals looking at this metrics from the same view. If not, what is the difference?
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Mohit Aggarwal
| Answered
| 3 years ago
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Dear friend, there is a huge difference in the way they view the metrics. If a C-executive is the decision maker he sees the value of the metrics whether it ultimately impacts total organization performance. He also understands how to reduce...
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Answer: "Is there a difference between how executives and sales professionals view metrics? " deleted from your view.
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As we all must have witnessed in the past, either in our own lives or in that of others, sometimes everything doesn't seem to fit well. If the food is great maybe the ambience of the restaurant isn't that cool. The cast of a particular movie is just about perfect, couldn't have been better, but the movie turns out to be an absolute flop. Similarly in an organizational set-up, sometimes in spite of having the most solid infrastructure and all the required systems in place, the organization fails to leverage itself to the point where it is expected to. The employees are not delivering as much as they are supposed to contribute in spite of having excellent employees benefit programs, employee ...
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Ajay Ziz
| Commented
| 3 years ago
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human beings needs manages him / her . building a house , childs education , gaadi , marriage , durga puja etc... humans maximises potential to earn more INR/dollars . no consultant can do that ...
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Insight: "Maximize Your People's Potential to Perform!" deleted from your view.
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(rate this)
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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 f...
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Arunkumar
| Answered
| 1 year ago
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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...
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Nisha
| Answered
| 2 years ago
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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.....
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Answer: "In selling the concept (IT), which is better approach - Directly calling to CXO's or Investigative call to Mid Level Managers " deleted from your view.
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It’s true that practice makes the man perfect. It was my stint with the leading life insurance company of India under tremendous sales pressure which helped me in learning new tricks of this trade. I have sold thousands of policies in last two and half years. For me, it’s very easy to identify in only two minutes, whether the customer is really serious in doing some investment or he has just called for information gathering activity. I have been the top performer and given various prizes. I have the reputation of converting 7 out of 10 clients if the customer has money in his pocket. I have earned lot of respect and money in this industry. At some occasions I picked policies worth million in just 10 minutes. I have never followed customer more than 2 times. I think any sales people must do that. I have habit of closing the deal at the discussion table in the first meeting with the client. Secret of my success is hard work and dedication. I have never given up. Each policy that I...
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Free Style Marketing How many times have you been to a business conference that guided the world to sell things for free? Well, if you never heard about one, then you need to know about Nokia World 2007 Conference where Chris Anderson, Editor in Chief talks to the world referring to this. The campaign broke all the traditional rules of selling a service product. As per Chris, the new way to sell today has changed focus from the actual product to the complementary product or supporting product that could enhance the selling of original product. Chris talks about the new selling concept of 0 + 2 = 2 in contrary to the old concept of 1+1 = 2. Now, what the hell does he mean by this Maths..? Consider Company A that sells both - the products and the services on the same products. As per the traditional earning model Company A earned Rs 1 revenue from selling the product and Rs 1 revenue from the services on the product. The modern way of selling sacrifices the revenue on product to earn...
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The word 'Push' has traditionally characterized FMCG sales systems in India. This is changing for the better in many ways. Sales in many companies like HLL, Marico and Colgate is secondary driven. Let me explain this to a reader who is new to sales jargons. Secondary driven basically means that retail orders to the distributor (secondary sale), which are a function of sales from the retail shelf(offtakes), determine the volume of primaries (billing from the company to the distributors - primary sale). In traditional sales systems the disproportionately high targets were driven by billing high volume of stocks to the distributors (primaries) without there being an adequate movement of stock from the distributor point to the trade (secondaries). This system worked as long as the brands has a demand (pull) that was proportionate to this loading. However in case of inadequate offtakes, this extra stock used to lie at the distributor point or die in the shelves of the retailer. In case...
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