{"id":935,"date":"2007-05-18T10:20:11","date_gmt":"2007-05-18T15:20:11","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-selling-ceo\/"},"modified":"2007-05-18T10:20:12","modified_gmt":"2007-05-18T15:20:12","slug":"the-selling-ceo","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-selling-ceo\/","title":{"rendered":"The Selling CEO"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"margin: 5px 10px 10px 0px\" height=\"113\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterthesellingceo-7d28bw-salesperson7.jpg?resize=79%2C113\" width=\"79\" align=\"left\"> CareerJournal.com&#8217;s <a href=\"http:\/\/feeds.careerjournal.com\/~r\/wsj\/career_journal\/~3\/117668141\/20070518-inthelead.html\" target=\"_blank\">Company Leaders Are Spending More Quality Time With Customers<\/a> covers a timely topic in today&#8217;s market &#8211; CEO&#8217;s directly involved in the selling process.&nbsp; We have seen this change in our mid-sized customers for the past few years.&nbsp; This article provides a good example &#8211; the CEO for Intel getting involved in a large deal with Apple:<\/p>\n<blockquote>\n<p>He heard grumblings that this change wasn&#8217;t possible &#8212; at least not anytime soon &#8212; but Mr. Otellini pushed ahead. &#8220;Instead of saying no, we can&#8217;t, let&#8217;s say yes and figure out how,&#8221; he recalls telling his senior team members. He won them over and soon had a new packaging design to show Apple, which chose Intel as its supplier.<\/p>\n<\/blockquote>\n<p>Nothing like the CEO providing a bit of &#8220;motivation&#8221; to the senior team members.&nbsp; I like this guy&#8217;s approach and later on in the article I learned why (my emphasis):<\/p>\n<blockquote>\n<p>&#8220;We&#8217;re adjusting and tailoring products for them and moving much more quickly,&#8221; explains Mr. Otellini, <em>who came up through the sales and marketing ranks<\/em>.<\/p>\n<\/blockquote>\n<p>That explains it.&nbsp; And that one quoted sentence speaks volumes to the adjustments that are being integrated into the modern-day sales process.&nbsp; When you have global competition at the touch of a keystroke, you have to be customizable and quick.&nbsp; Anything short of that and you will become a commodity.&nbsp; Quickly.<\/p>\n<blockquote>\n<p>&#8220;Ten years ago, a sales executive would have given a pitch, but today big customers want the CEO&#8217;s commitment that if they buy from you, you&#8217;re forming a partnership with them and will deliver exactly what you promised,&#8221; says Ed Peters, chief executive of OpenConnect, a Dallas company that makes software that uncovers business-process inefficiencies. &#8220;And if you don&#8217;t, your failure will be broadcast on the Internet and quash possible deals with other customers.&#8221;<\/p>\n<\/blockquote>\n<p>One caveat -the CEO best understand the sales call and the goal of the meeting.&nbsp; CEO&#8217;s are a real presence in the meeting, but they run the risk of derailing the sales process if they decide to wing it.&nbsp; Pre-call strategizing and post-call debriefing is the key to keep the sale moving forward efficiently.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerJournal.com&#8217;s Company Leaders Are Spending More Quality Time With Customers covers a timely topic in today&#8217;s market &#8211; CEO&#8217;s directly involved in the selling process.&nbsp; We have seen this change in our mid-sized customers for the past few years.&nbsp; This article provides a good example &#8211; the CEO for Intel getting involved in a large deal with Apple: He heard grumblings that this change wasn&#8217;t possible &#8212; at least not anytime soon &#8212; but Mr. Otellini pushed ahead. &#8220;Instead of saying no, we can&#8217;t, let&#8217;s say yes and figure out how,&#8221; he recalls telling his senior team members. He won them over and soon had a new packaging design to&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-selling-ceo\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"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":[9,5],"tags":[],"class_list":["post-935","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-f5","jetpack-related-posts":[{"id":550,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/communicating-with-the-ceo\/","url_meta":{"origin":935,"position":0},"title":"Communicating With The CEO","author":"Lee Fratzke","date":"January 5, 2007","format":false,"excerpt":"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\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2493,"url":"http:\/\/selectmetrix.com\/blogs\/2011\/10\/a-shorter-presentation\/","url_meta":{"origin":935,"position":1},"title":"A Shorter Presentation","author":"Derrick Moe","date":"October 11, 2011","format":false,"excerpt":"Here is a great, short article from Selling Power about an ad agency\u2019s sales call with Steve Jobs at Apple.\u00a0 A taste of the setup: When Steel and his two partners arrived at Apple, they were met by two senior members of Apple's marketing department-employees Jobs had inherited from the\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":124,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/strange-ceo-behavior\/","url_meta":{"origin":935,"position":2},"title":"High D Behavior","author":"Derrick Moe","date":"June 21, 2006","format":false,"excerpt":"A strange story from here in Minnesota is the founder and CEO of Lifetime Fitness. The CEO has had numerous encounters with the local authorities including his latest incident - allegedly harassing a teenager at a local high school parking lot after a driving incident. I bring this up simply\u2026","rel":"","context":"In &quot;Communication&quot;","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":935,"position":3},"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 &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2643,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/10\/one-third-of-ceos-are-worthless-in-sales\/","url_meta":{"origin":935,"position":4},"title":"One Third Of CEO&rsquo;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 &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":419,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/firing-the-ceo\/","url_meta":{"origin":935,"position":5},"title":"Firing the CEO","author":"Derrick Moe","date":"November 6, 2006","format":false,"excerpt":"Last week we posted on the CEO turnover problem both here and here. Today, I caught up to a lengthy CareerJournal.com article regarding How to Fire a CEO: It's Harder to Sack the Boss. It is an interesting read about the multiple dismissals that have arisen recently. This topic hits\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"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\/935","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\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=935"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/935\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=935"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=935"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=935"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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