RAC:Business Case Selling

C Level Selling

C-level selling is very demanding in that it is based on long time spans for access, and extremely short engagement windows. It requires a financially cohesive approach when selling solutions and services; challenging the best of seasoned reps to preset their value in the exact language of C Level.

These senior executives are looking for a road map to cash flow. In other words, the sales rep needs to frame his/her solution as a high-yield, low-risk investment that will produce the level and magnitude of cash flow sought by C Level. Framing solutions as viable business investments is absolutely critical; considering the typical Enterprise funds less than 10% of all proposals on the table

To support a company's need to do this, their Top 20% of Sales performers are singled out, and supported with an Executive Access and Alignment platform centering around the R.O.A.D Map to Cash Flow™; which links Solutions — Business Unit required value — C Level Financial Gaps.

Revenue Accelerators Executive Platform provides a C Level selling process, supported with business investment tools for executive access, alignment, presentation, and closing to senior executives.

Revenue Accelerators Executive Platform supports the end goal in mind — for a sales rep to present their solution to C Level in a peer-to-peer mode, gaining funding and deal support.

Reps receive the guidance they need to

build clearer pipelines and with strategic

thought process going into senior executive

meetings.

Message Development to position Reps as a trusted resource facilitating executive access.

R.O.A.D MAP Workshops - to align solutions and sales strategies using business investment positioning.

Training Boot Camps - for rapid knowledge transfer and role plays.

Pipeline & Deal Support - supported by R.O.A.D Maps for moving deals up the ladder faster and with process.

Outsource Account Management. R.O.A.D Maps for moving deals up the ladder faster and with process.

"IT salespeople constantly struggle when

asked by customers to prove the specific

value of their solution. Whether mentoring

a CEO, or sales team, Ed's passion in using

value to support software business cases,

helps his clients to access Sr. executives

       and sell larger deals".

     Michael Minelli, Michael Barlow
       Co-Author, Partnering with the CIO

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