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Future-Proof Selling

Mar 20, 2020

How should salespeople prepare for and approach C-level execs in order to get their attention?
Jacques Sciammas has held many C-level roles at several global corporations, where he was responsible for making executive buying decisions for over 25 years. Through his company, Selling To Executives, he now consults to and coaches sales organisations on how to effectively navigate the buying committee, and successfully sell to the C-suite. 

Master the art of executive selling and avoid no-decision outcomes. 

Key Points of Executive Selling:

  • Why we should meet at C-level.
  • How to cut though the noise and get the attention of C-level executives.
  • Researching and preparing our messaging.
  • The three main focuses of an executive
  • Mistakes salespeople are making.
  • Goal setting for C-level meetings.
  • Preparing for C-level meetings.
  • How to identify if a meeting was successful or not.
  • Avoiding 'No Decision' outcomes.
  • Putting yourself in the executive’s shoes.

Drawing on his corporate executive experience, and representing the executive buyer’s perspective, Jacques conducts interactive workshops and keynotes to global sales teams, on how to successfully prepare, access and credibly engage with a client Executive. His extensive corporate experience includes EVP at Berkshire, CFO at Charles Schwab’s $2 billion Retail Division, Director of International Operations at Standard & Poor’s, and Director of Capital Programs at TWA.

Learn more about Selling To Executives