C-level Selling Center of Excellence

Selling senior executives software, technology or services, requires a structured, value-based, investment process that helps the CXO see measurable value, time to value, and risk analysis of the solution.

With a "Center of Excellence" (COE) process, we help clients assemble the necessary components, to access, and align, with Sr. decision makers; especially when selling complex technologies.

At the helm, is an executive selling methodology, that helps the rep to map and align to executive pain, and assign their solution's value measurement to that pain, all in a risk adjusted, financial investment format for funding.

For $150,000 and under, there is this C-Level process that guides the seller in aligning their solution to the specific pains of the Business unit. This helps sales team access executives with compelling value analysis.

Selling $500K- $2M+, the Business Case is deployed, which is also 100% seamless with all leading consultative, Solution sales process, and internal sales enablement programs.

All programs are built for Reps with NO financial skills, leaving the relationship building intact, and the Business cases then becomes an optimized, top layer.

Significantly improving CXO access, it remains the definitive peer-to-peer mechanism to sell in recessional times.

WHAT OUR CLIENTS SAY

" IT salespeople constantly struggle when  asked to prove specific solution value. Whether mentoring a CEO, or teams,  Their passion in using value to support business cases helps access Sr. executives and sell larger deals".

Michael Minelli, Michael Barlow

Co-Author, Partnering with the CIO

RESOURCES

Enterprise Prospecting Service

Top Down Selling - White Paper

Experts in Business Case Selling

Business Case Selling to CXOs -