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Sales Today

Mar 30, 2023

Is selling to senior executives different?


Steve talks through how and why plus what to do.


It is worth paying attention as research shows that salespeople are not very good at it (according to the execs and its their opinion that matters).


We discuss some of the common mistakes and how to avoid them.


Many of these are made when trying to operate 'at scale' but that doesn't mean that the work can't be made more effective.


The key is to target the right opportunities and invest time to develop the right message.


Meetings with execs also need handling carefully with a higher risk of these being cut short when they don't add value.


How would your approach fare it in the board room?


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