ManageSmarter.com offers an article I could have penned – The CEO as Salesperson. I can relate to this sales call: After initial introductions, the CEO took over the meeting and, ignoring the agenda, began a detailed demo and discussion of the product. He set about to demonstrate the superiority of the product and his own knowledge of the industry. He argued with the prospect, dismissed their questions and points of view, and then couldn’t understand why they didn’t buy immediately. It took the regional manager nine months to recover and get the sale. My experience with the CEO in a sales call most often followed a similar form with even… Read More
Continue Reading