Connecting With The C-Suite

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Connecting with the C-Suite The sales and
marketing teams are underperforming when it comes
to engaging the C- level execs. It needs a
higher level of communication to sell to the
members of the C- suite. The first step is
understanding what the C-suite cares about.
Selling to them means tailoring your
communication to their preferences. Lets get
deep into it! What the C-Suite cares about The
C-Suite of any company cares about strategy,
vision, and turning ideas into reality. Strapped
for time, they only want to share their precious
time with people like them- not in terms of
titles necessarily, but the mindset.
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Establish yourself as an expert in your niche or
domain. Build rapport with the connections of
the C-level executive youre trying to connect
with and ensure people they trust know you. Its
crucial to prepare right know your target, their
company, and the industry, in and out. Rather
than selling them from a place of exigency,
connect with them from a place of great power.
SuperOffice The Strategy Execution Go in
with a solid, well-thought-out plan. Chart out
how you want the conversation to flow and the
direction youd steer it in to make considerable
progress toward closing. How will you segue from
one point to another? What can be the potential
objections, and how will you handle those? Could
you
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possibly build a sphere of influence to
accelerate the decision- making process? These
are some of the questions you must have answers
to before you have a conversation with the
C-suite. You can directly talk to your customer
customers to better understand the end users and
create an irresistible value prop. Always send
an agenda so they know who needs to be in the
discussion, and always leave the meeting with
clear next steps and CTAs. Rapport
Building The most important thing to connect
with the Chiefs of a company is showing youre
worth an investment. Decision-making is the key
it can be an asset or a cost to the balance
sheet. If you have the opportunity to talk to
the C-suite- be an active listener. With your
body language and verbal communication, show
them youre paying attention to each word they
speak. C-suite is a group of accountable,
focused, and highly influential people. If you
have to sell to one or more people from this
group, determine the key players and their
decision-making roles- engaging the whole buying
committee. The Editors Note
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When you work hard and are strategic enough to
crack a deal, go the extra mile and ask for
referrals. Overdeliver and deepen your
relationship with the C-suite executive. Be
someone they feel is at their level and share
their wins and challenges with. Because, in the
end, its all about relationships. Why
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