Consultancy, Coaching & Creations
Isness for Effective Business
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
What You Will Cover
The role of the executive buyer
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.
The Selling to Senior Executives program provides the following Sales Tools
More information on SSE you can find on this Selling to Senior Executives datasheet. You need adobe acrobat to read this document.
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