C-level Selling

Selling senior executives software, technology or marketing services requires a structured, value-based, investment process to help sell measurable value, time to value, and risk analysis of your solution.

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

At the core is an executive-based methodology helping Reps to map and align to executive pain by assigning their solution's value to that pain... in a risk adjusted, investment format.

For $100,000 and under, there are Decision Makers guides that help Reps aligning their solution to the specific pains of the Business unit. This helps sales team access executives with compelling value analysis.

When selling $100K- $3M+, Business Cases are used to optimize leading consultative, Solution, and Provocative selling methods as well as CRM/Marketing Automation Sales enablement programs.

Reps require 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 challenged or 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 -