Selling to C-Level and VP-Level Executives™
Our flagship program incorporates content and material from several of our other workshops into a one comprehensive course on how to reach, relate to, sell to, and build business relationships with the CEO, CFO, COO, CIO, and other senior executives. This course will present proven techniques to get through to VP and C-Level executives, engage him or her using their language, create a business case to justify the investment in your solutions, and build executive relationships you can leverage to orchestrate a bullet-proof sales campaign.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Employ five key strategies to get through to and get the attention of the hard-to-reach executive.
- Get past gate-keepers to sell both higher and wider in your customer’s organization.
- Speak the language of the C-Level executive to demonstrate specific domain expertise and business acumen.
- Identify the key business challenges facing your prospective client’s company as well as the business drivers and corporate objectives that you can impact.
- Position your offerings as solutions to deliver specific measurable business results.
- Create a rock-solid value proposition or business case to support the investment in your solutions.
- Establish a joint plan for a process of mutual discovery and a shared definition of “success.”
- Obtain executive sponsorship for the discovery process and a commitment to act on the findings.
- Prepare and deliver a world-class sales presentation that is worthy of executive audiences.
- Earn trust and build long-term executive relationships.
. . . and much more!
- Workshop Agenda
Workshop Agenda – Two-Day Format
Day One – Morning Session
Why sell at the executive level?
The role of executives in the buying process
Which executives should you be selling to? (exercise)
Learning to think like an executive
Executive roles and responsibilities (exercise)
Day One – Afternoon Session
Selling financial results to senior executives
Understanding the cause and effect of business (exercise)
Tying your capabilities to your client’s goals
Creating and Executive Value Matrix
Constructing a Value Pyramid (exercise)
Introduction of the Customer Results Map
Day Two – Morning Session
Two approaches to selling higher and wider
Seven Strategies for selling your way to the top
Eight techniques for selling “bottom-up”
Six tactics for selling “top-down”
Executive-level networking and referrals (exercise)
Day Two – Afternoon Session
Five key strategies for reaching the executive level
Executive-level business development techniques
The Executive-Level Business Development Process
How to research a company and its key executives (exercise)
Introduction to the Executive Access Plan
Creating your own Executive Access Plan (exercise)
- Delivery Options
Delivery Options
OnSite Workshop
This high-impact and popular program is most frequently delivered in a two-day workshop (with an optional third day sales simulation) held at your offices or another facility of your choosing. The sessions are filled with interactive discussions, small group exercises, and custom-tailored role plays designed to address the challenges of your specific industry and selling environment. Participants will be asked to share real-world situations to which the group will apply what they have learned. If necessary, this program can also be structured as an intense one-day program followed by a series of monthly
Web Workshop Series
This program can be delivered as a series of twelve (12) one-hour Web Workshops (web conferences) to groups of any size. This program works well as a year-long series of monthly web workshops and follow-up sessions designed to help your sales team implement and utilize one or more helpful sales tools each month.
- Video Highlights
Video Highlights
Video coming soon . .
