Jump on board! Steve Hall, interviewed by John Golden, is discussing how to navigate the “C”! The C-suite, that is! Selling at the C-level can mean something very different depending on what you sell, who you sell to, the value of your product or service, and many other things. Learning the nuances of how to sell to C-level executives can help you sell better and close more deals.
This expert sales interview explores:
- Who are you selling to at c-level?
- How to get c-suite level meetings
- The importance of picking the right target
Who is at C-Level?
The C-suite refers to a group of executive-level managers and leaders within a company. Some of these individuals include the chief executive officer, chief financial officer, chief information officer, and other high ranking people within a company.
Getting to C-Level?
Often times, people don’t make their way up to the people in the C-suite. They get comfortable selling to the people who are really just door openers, and stay at that level instead of engaging with the people who truly matter.
Picking the Right Target
Part of selling individuals at the c-suite level involves knowing who you are selling to, and what their needs are. These meetings are at a premium, and you need to know the value that you add to the company and prove to the executive that you can give them what they care about.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.