Selling to the C-Suite

Learn how to prepare for a sales presentation with the C-suite of your next top prospect.

Introduction

• Overview of key learning objectives

1. Understand the C-Suite

• Who is in today's C-suite?
• The evolution of the C-suite
• Define the C-suite buying personas
• Power in peer-level selling

2. Research the C-Suite

• Multilevel research is the new norm
• Focus on the power of three
• Build the buying vision
• Map the network

3. Create the Right Mindset

• See yourself as a C-suite member
• Handle emotional stress
• Leverage the network

4. Master the C-Suite

• Leverage the science of connection
• The power of listening
• Provocative questioning
• Establish credibility
• The buying visual
• Gain confirmation of value clarity

Conclusion

• What's next?