"Selling to C level Execs" keynote by Steve Hall - Sales Accelerator Leadership Forum

Keynote presentation to the Sales Accelerator Leadership forum by Steve Hall.
CONTENT:
Gaining access to the C-suite is an essential part of any sales campaign or account plan. Sales managers and sales leaders, therefore, need the right strategy and techniques to execute at C-level... but few know how. The higher you call into a prospect the more successful your sales journey will be. But the higher you go, the greater the competition for an executive’s attention and time.
C-level executives are guarded by their Executive Assistants and voicemail to ignore or ward-off the unprepared salesperson. They often have silent numbers and have others manage their email and LinkedIn InMail, so how can you or your team break through to secure that critical first meeting or conversation? And when you do get that meeting, set the right agenda and prepare for it to ensure a triumph rather than a disaster?

Why it will be valuable for you to watch this
If you lead a sales team or sell high value B2B products, services or solutions, you know that many people are usually involved in the customer's decision process. But the ultimate power to decide whether you make a sale or not resides in the C-suite. Many sales opportunities die because the people who make the final business and financial decision just have not been on board with the business case.
If you can’t gain access to the executive suite, you’re relying on someone else to make your case for you and you’re at the mercy of changes in policy or priorities. This presentation explains why it’s critical to sell at the senior executive level. It will show you and your sales team how to cut through the noise and be noticed. It will provide multiple strategies to get your message to the right person and show you ways to craft your narrative and business case for maximum impact. It will enable salespeople to significantly increase the number of executive level meetings they can schedule. Just as important, it will show how to prepare for the meeting, what to take and what not to take and how to ensure you achieve your objectives to make it the beginning of a successful relationship, not the end of the line.
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This was the fifth in the 2017 series of bi-monthly B2B Sales Leadership Forums hosted by Sales Masterminds APAC in conjunction with the Strategic Selling Group and our principal sponsor, Salesforce.com.