{"id":550,"date":"2007-01-05T11:14:32","date_gmt":"2007-01-05T17:14:32","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/communicating-with-the-ceo\/"},"modified":"2007-01-05T11:14:11","modified_gmt":"2007-01-05T17:14:11","slug":"communicating-with-the-ceo","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/communicating-with-the-ceo\/","title":{"rendered":"Communicating With The CEO"},"content":{"rendered":"

In Selling Power’s latest Sales Manager’s Newsletter<\/a> there is an article from Anthony Parinello<\/a>, author of Selling to VITO<\/em> and Think & Sell Like a CEO<\/em>. As a sales manager who is working with a salesperson on their messaging, Anthony makes some great points about assumptions CEO’s hold about the business world. He provides seven assumptions – if your sales approach aligns with the CEO, he\/she will not feel you are wasting his or her time:<\/p>\n

\n
Knowledge is power.<\/strong> CEO’s seek knowledge. They understand that the more they know, the better their decisions. Thus your message must expand his or her flow of critical information, not clutter that flow.<\/li>\n
Passion and commitment make the difference.<\/strong> CEO’s typically are very passionate about what they do. Make sure your own enthusiasm for the topic under discussion complements the CEO’s enthusiasm.<\/li>\n
What’s good for me is good for the company.<\/strong> CEO’s self-identify strongly with their organization and “tend to feel very good about both,” says Parinello. Ask yourself whether what you’re doing supports the CEO’s best view of him or herself and his or her company, says Parinello.<\/li>\n
You can do, get, and be anything you want if you see a big enough picture.<\/strong> CEO’s don’t focus on tactics; they focus on strategies. They take “50,000-foot views” of the world, says Parinello, and tend not to get bogged down in details. Are you focusing on the big picture? Or are you stuck in selling features and benefits?<\/li>\n
Good things happen when you get people to buy into your message.<\/strong> Every successful CEO knows the importance of communicating persuasively and effectively. If what you are doing will help the CEO get the message out and communicate effectively within his organization, you’ll have instant status with him.<\/li>\n
You can never get enough good ideas to support your plan.<\/strong> “CEO’s love to consider ideas they can connect directly to the plan or vision that gets them up early in the morning and keeps them going late at night,” says Parinello. Ask yourself whether the ideas you’re presenting directly support the CEO’s plan.<\/li>\n
Results are what count.<\/strong> CEO’s know they must deliver tangible and intangible results in their own markets and in the markets of their prospects and customers. It is essential that the issues you plan to talk about help the CEO create positive results for shareholders, customers, and prospects.<\/li>\n<\/ol>\n<\/ol>\n
Some excellent points to remember if you are calling on CEO’s!<\/p>\n","protected":false},"excerpt":{"rendered":"
In Selling Power’s latest Sales Manager’s Newsletter there is an article from Anthony Parinello, author of Selling to VITO and Think & Sell Like a CEO. As a sales manager who is working with a salesperson on their messaging, Anthony makes some great points about assumptions CEO’s hold about the business world. He provides seven assumptions – if your sales approach aligns with the CEO, he\/she will not feel you are wasting his or her time: Knowledge is power. CEO’s seek knowledge. They understand that the more they know, the better their decisions. Thus your message must expand his or her flow of critical information, not clutter that flow. Passion… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4,9],"tags":[],"class_list":["post-550","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-8S","jetpack-related-posts":[{"id":935,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-selling-ceo\/","url_meta":{"origin":550,"position":0},"title":"The Selling CEO","author":"Derrick Moe","date":"May 18, 2007","format":false,"excerpt":"CareerJournal.com's Company Leaders Are Spending More Quality Time With Customers covers a timely topic in today's market - CEO's directly involved in the selling process.\u00a0 We have seen this change in our mid-sized customers for the past few years.\u00a0 This article provides a good example - the CEO for Intel\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterthesellingceo-7d28bw-salesperson7.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2643,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/10\/one-third-of-ceos-are-worthless-in-sales\/","url_meta":{"origin":550,"position":1},"title":"One Third Of CEO’s Are Worthless In Sales","author":"Derrick Moe","date":"October 28, 2015","format":false,"excerpt":"Those aren\u2019t my words but rather the findings from a Selling Power survey.\u00a0 From the article: A recent Selling Power online survey found that 29 percent of sales leaders judged their CEO useless when it comes to creating a sale. Almost one third and I think I have worked for\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1398,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/deal-killing-ceos\/","url_meta":{"origin":550,"position":2},"title":"Deal-Killing CEOs","author":"Derrick Moe","date":"January 30, 2008","format":false,"excerpt":"ManageSmarter.com offers an article I could have penned - The CEO as Salesperson.\u00a0 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\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1562,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/selling-to-the-c-level\/","url_meta":{"origin":550,"position":3},"title":"Selling To The C Level","author":"Derrick Moe","date":"May 12, 2008","format":false,"excerpt":"We here that phrase often - must have experience selling to the (insert executive\/C level\/CEO here).\u00a0 But how many positions actually sell to this level?\u00a0 What do CEO's actually purchase for their company? Financial planners sell to the C level.\u00a0 High-end insurance salespeople sell to the C level.\u00a0 However, most\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2516,"url":"http:\/\/selectmetrix.com\/blogs\/2012\/08\/overpaid-jobs\/","url_meta":{"origin":550,"position":4},"title":"Overpaid Jobs?","author":"Derrick Moe","date":"August 16, 2012","format":false,"excerpt":"I grow tired of these comparison articles that look at pay for positions based on the median.\u00a0 It is almost impossible to compare roles across companies, markets, industries, etc.\u00a0 However, there is always one position within a company that takes the main blow\u2026CEO.\u00a0 I\u2019ve been fortunate to work with quite\u2026","rel":"","context":"In "Compensation"","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":412,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/the-cure-for-ceo-turnover\/","url_meta":{"origin":550,"position":5},"title":"The Cure for CEO Turnover","author":"Derrick Moe","date":"November 1, 2006","format":false,"excerpt":"Honestly, I just came across this article - Women CEOs Experience Longer Tenures, Faster Growth - as a follow up to my previous post. 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Not huge, but sizeable companies nonetheless.\u2026","rel":"","context":"In "Trends"","block_context":{"text":"Trends","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/trends\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/550","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=550"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/550\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=550"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=550"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=550"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}