How to Sell at “C” Level part II – an executive’s perspective

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Presented by

Steve Hall, The "C" Level Sales Expert w/special guest, Jacques Sciammas

About this talk

This follows “How to Sell at ‘C’ Level”, one of the most watched webinars on the Sales Experts Channel in 2019 & Silver Medalist, Top Sales Awards, for “Best Sales & Marketing Webinar”. Part I covered what senior executives do and don’t care about, how to create a message that will get You an initial meeting, how to deliver the message so it is seen, understood and acted upon and how to prepare for, conduct and follow up on the initial meeting. This takes a deeper dive. It covers what different ‘C’ level executives really care about, how they are measured, how and where to research their priorities, KPIs and key performance metrics and how to prepare for a successful meeting with a senior executive – from the executive’s perspective. Steve Hall explores these issues with Jacques Sciammas, President of “Selling to Executives” of Paris, France and Boston USA. Jacques chaired the capital committees at three major multinationals– the committee that makes the executive decisions about what to buy. He will explain the “C” level executive’s decision making process, what they look for from a salesperson and what does and doesn’t cut through. Jacques served as EVP Corporate Operations at Berkshire Hathaway; CFO – Investment Operations at BankBoston; Group VP & CFO at Charles Schwab & Director International Ops, Standards and Poor’s. You will learn: 1. What “C” level executives really care about – from their point of view 2. How they are measured & their key areas of responsibility 3. How & where to research a company’s, industry’s and “C” level executive’s priorities & KPIs 4. How to get meetings at “C” level 5. How to make sure “C” level meetings provide value and are successful from the executive’s perspective as well as the salesperson’s This will be an invaluable opportunity to learn what a “C” level executive expects from salespeople and what does and doesn’t work when approaching and selling to them.

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