post written by our Advanced Business Development Advisor, Robert DiLoreto, now VP Sales US @MicroEJ

The key to explosive growth, shorter sales cycles and larger transactions is to target the C-suite. However, most of the selling methods you’ll see on the market do not talk about selling to the C-suite.

C-suite executives have a different perspective from management and operations people. They’re all about taking initiatives; they’re looking at a company wide view. But they’re also early adopters and risk takers, looking at the big pictures with big egos.

If you’re trying to sell your product/solution/technology to C-suite executives, you will have to follow a series of steps before closing it down:

• Identify your targets:
  • which C-level exec.,
  • which company
  • –> Think Big!
• Research and confirm Key Initiatives:
  • investor relations,
  • analyst presentations,
  • press releases,
  • letter to shareholders
• Create the strategic reach-out email:
  • Subject line must mention Key Initiative
  • Opening statement “after reading a quote you made, …”
  • General paragraph: how your product is uniquely positioned to address key initiative
  • Next step
• Preparing and going through the initial conference calls
  • Keep discussion at a high level –> Thought leadership
  • Establish rapport and credibility
  • Emotional versus Logical connection
• Next-step meeting and demonstration of your product/technology/solution

Want to know more? Contact us now!

Image by Daniel Kirsch from Pixabay