Selling Advice for Bankers, Consultants and Solution Providers from NASDAQ’s CFO

It is not every day that a senior executive candidly discusses how he or she likes to be sold to. So, if you are a banker, consultant or sell high-value solutions to senior-level executives, then you should find the selling advice in this video very enlightening.

NASDAQ’s CFO, Lee Shavel invites you inside and navigates through, the need to establish a broader set of relationships within your organization and how sellers should address potential conflicts of interest.

When it comes to pitching deals, Mr. Shavel, a former investment banker himself, wants to see a balanced presentation, thoughtful analysis, and the ability to break down a complex transaction into one that can easily and quickly be digested. More importantly, a clear point of view is what Shavel looks for. The mere communication of data points does not make the cut, he says. To be really compelling, you must be ready to present not only the “what” and the “why”, but also the “how”.