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Selling to Senior Executives (SSE)

Selling to Senior Executives (SSE) enables salespeople to develop executive-level customer relationships by targeting the right decision maker, developing a tactical plan to gain access to the relevant executive, establishing credibility at the senior level to ensure return access, and communicating the unique value of the solution.

Whether the economy is prospering, or in recession, your sales career can always flourish by focusing on top-down selling. Learn how gaining access to, and forging long-term relationships with, the top decision-makers helps you save valuable time, shorten your sales cycle, generate bigger revenues and ensure future business. This seminar gives you a thorough understanding of the executive perspective and a whole new strategic and tactical approach to help you sell successfully to presidents, CEOs, COOs, CFOs and other executives.

Who Should Attend

Senior account executives and sales representatives, senior account managers, sales managers, vice presidents and directors of sales and marketing.

How You Will Benefit

Understand what drives executive buying decisions
Acquire the confidence and skills to sell effectively to senior managers
Penetrate gatekeepers and other obstacles to secure appointments with high-level managers
Tailor and deliver presentations to achieve executive buy-in
Build trust and credibility at the highest levels of your customer's organization
Close sales faster by gaining access to the top decision makers
Guarantee repeat business through strong high-level relationships

What You Will Cover

The role of the executive buyer
Requirements for successfully selling to senior executives
Developing and implementing account strategies and plans
Understanding and managing complex selling cycles involving key decision-makers
Preparing to meet with senior executives
Delivering an effective sales presentation
Closing on your objective and moving the sales process to the next step
Leveraging your relationships with senior management for ongoing success

The ability to sell value rather than product is essential, and can only be done at the executive level. Understanding the special challenges of selling to senior executives is crucial to success. Executives are people with precious little time on their hands. Salespeople may have less than five minutes to establish credibility, both for themselves and for their company.


Selling to Senior Executives consists of a two-day workshop that guides sales professionals through effective methods for creating and leveraging executive-level relationships.

Sales Tools

The Selling to Senior Executives program provides the following Sales Tools

  • An Executive Call Plan that outlines the executive's business drivers and business initiatives as well as the potential impact of the solution
  • A Solution Map that summarizes an organization's capabilities and maps them to the customer's key business initiatives
  • An Executive Presentation Planner to help plan presentations focused on the executive's key business issues
  • A Value Proposition tool that helps define the unique business value delivered to the customer, using the customer's terminology and metrics.

More information on SSE you can find on this Selling to Senior Executives datasheet. You need adobe acrobat to read this document.

If you want some more information on De Zwarte Consultancy's training offerings, don't hesitate to email me at

Target Account Selling | Selling to Senior Executives
Enterprise Selling Process | Portfolio Management Process | Territory Management Process
Create and Win | Create and Win for Inside Sales
Channels and Alliances Management Process | Partner Portfolio Management
Managing Sales Productivity
| iNsight Selling

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