Hi [[ session.user.profile.firstName ]]

How to Sell at “C” Level

One of the biggest things that impacts sales productivity is insufficient access to senior decision makers – the C Suite – and one of the key things I get asked when I’m coaching my clients to help with their sales development is “how do we get access to people at “C” Level?”
There’s little benefit in having a pipeline filled with deals where you’re engaged with people too low in the food chain but that’s what a lot of standard prospecting creates – meetings with people who may influence the decision but don’t who sign off on it.
One of the best ways to impact sales acceleration is to start at the top – at executive or “C” level – and retain access while also working at lower levels in the organization.
Knowing which organizations to approach and which people in those organizations to target is aided by effective sales and marketing alignment.
This talk covers which organizations to target, which senior executives to target, what they care about, how to reach them, how to create a message that will compel them to talk to you, what to do when you get that critical first meeting and how to follow up.

You will learn:

1.Why you should sell to “C” Level
2.What “C” Level executives do and don’t care about
3.Who to approach and how to approach them
4.How to prepare for, conduct & follow up an initial meeting
Recorded Jan 15 2019 45 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Steve Hall, The “C” Level Sales Expert
Presentation preview: How to Sell at “C” Level

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • How to Manage Your Team’s Performance Inside A Large Account Sep 18 2019 5:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.

    You will learn:

    1. What assumptions you should make about your global clients.
    2. How management training and sales training needs to address these issues.
    3. What opportunities you should be looking for.
    4. How to use this circumstance to become a trusted advisor.
    5. How to align your sales strategy with your customer’s strategic objectives.
  • How to Lead the Buyers’ Process in Large Accounts Aug 21 2019 4:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

    You will learn:

    1. How to locate and connect with the appropriate buyers and influencers.
    2. How to plan with an internal team.
    3. How to plan for the initial meeting..
    4. How to prepare great questions.
    5. What to do when the process stalls.
  • The Power of The 4th Quarter – Sales Strategies To Finish Strong Aug 21 2019 3:00 pm UTC 45 mins
    Meridith Elliott Powell, The Connection Expert
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
    But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
    But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.

    You will learn:

    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • Future-Proof Your Sales Career and Beat the Bots! Jul 31 2019 6:00 pm UTC 45 mins
    Deb Calvert, The People Engagement Expert
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • How to Develop a Winning Strategy for your Top 5X Account Jul 24 2019 5:00 pm UTC 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • How to Map and Support A Large Account Sales Process Jul 24 2019 4:00 pm UTC 45 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Part #7 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • What Sales Can Learn From an FBI Special Agent Jul 22 2019 4:00 pm UTC 33 mins
    Carole Mahoney, The Sales Coach Expert
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • 4 Step Process To Handling Any Objection Jul 17 2019 3:00 pm UTC 45 mins
    Lloyd Yip, The Startup Sales Expert
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • Improving Sales Effectiveness: Secrets to Winning Against the Status Quo! Recorded: Jul 12 2019 38 mins
    Thomas J. Williams, The Complex Sale Expert
    Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo.

    Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change.

    For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo.

    You will learn:

    •What are the 4 Forms of the Status Quo?
    •When Does the Status Quo Win?
    •When is the Status Quo in Jeopardy?
    •What are the 3 Secrets to Beating the Status Quo?
    •How will these Secrets Help the Seller’s Strategy?
  • Multi-Channel Prospecting: Fishing Where The Fish Are Recorded: Jul 11 2019 34 mins
    Scott Ingram, The Sales Success Stories Expert
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Engaging Prospects Across Platforms Recorded: Jul 11 2019 19 mins
    Alice Heiman, The Sales Growth Expert
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers Recorded: Jul 11 2019 48 mins
    Barbara Giamanco, The Strategic Social Selling Expert
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time Recorded: Jul 10 2019 33 mins
    Julie Hansen, The Sales Presentation Expert
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • Seven Best Ways to Improve Sales Performance Recorded: Jul 10 2019 44 mins
    Christopher Ryan, The B2B Revenue Growth Expert
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • Driving Growth as a Bank CEO Recorded: Jun 27 2019 45 mins
    Michael Dalis, The Drive-Sales Expert
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • Proven Relationship Mapping = More Enterprise Contacts Recorded: Jun 26 2019 45 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Values Based Sales Leadership Recorded: Jun 19 2019 45 mins
    Jeffrey Lipsius, The Customer Awareness Expert
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • How to Integrate Sales and Marketing for Large Account Success Recorded: Jun 19 2019 38 mins
    Barbara Weaver Smith, The Large Account Sales Expert
    Program #6 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    The most successful large account sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.

    You will learn:
    1.What is marketing’s role in the integrated process?
    2.How to integrate two units that are hostile or disinterested.
    3.What options you have for managing an integrated unit or closely aligned divisions.
    4.Where Sales Enablement may fit into an integrated process.
    5.How and why you should treat a large account as a “Market of One.”
  • Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4) Recorded: Jun 19 2019 49 mins
    Lloyd Yip, The Startup Sales Expert
    Linkedin is the most powerful, yet under-utilized channel for business development out there. If you are in B2B, your clients are on LinkedIn, so why not capitalize on it?

    In this session, we’ll discuss how to leverage LinkedIn so you can build your brand and generate more pipeline for your business. Long gone will be the days where LinkedIn is just an online resume

    You Will Learn:

    1.How LinkedIn differs from other channels
    2.Using LinkedIn to identify your ideal clients
    3.A step by step process for building an outbound prospecting process on LinkedIn
    4.BONUS: How to become a thought leader on LinkedIn to drive pipeline
  • Power UP your Value Prop for ABM Recorded: Jun 18 2019 40 mins
    Lisa Dennis, The Buyer-Focused Value Propositions Expert
    Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?

    You will learn:

    1.How to identify external business drivers that are the seeds of buyer relevance
    2.Translating the drivers into truly differentiated offerings and messaging
    3.The components of an ABM-ready Value Proposition
    4.Building a sales-ready value proposition from the outside-in
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: How to Sell at “C” Level
  • Live at: Jan 15 2019 10:00 pm
  • Presented by: Steve Hall, The “C” Level Sales Expert
  • From:
Your email has been sent.
or close