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Earning a chance at success with the C-suite means proving credibility in the first 5 minutes.

Demonstrating this credibility remains a challenge for many sales professionals because they come to the meeting with a deep level of knowledge about the solution, not the challenge.

Put simply, they have the answer before they have the question.

In our brief, Selling to the C-suite, we show how sales professionals can demonstrate that they have the three qualities C-level stakeholders need to see in the first few minutes of the meeting.

In the brief, we show how to:

 

  • Come to the meeting prepared with a detailed level of knowledge about the business
  • Position the value of the solution relative to all other possible investments
  • Demonstrate the authority needed to marshal the resources of the selling organization

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