Selling To The C Level

We here that phrase often – must have experience selling to the (insert executive/C level/CEO here).  But how many positions actually sell to this level?  What do CEO’s actually purchase for their company? Financial planners sell to the C level.  High-end insurance salespeople sell to the C level.  However, most positions do not sell at that level. One value for a salesperson is the ability to enter at that level and then be sent down to the correct mid-level manager with a referral from the C level contact. Yet even that “kicked down” ability is overstated.  The real value is being able to discover the decision process within the company. … Read More

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