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Selling to the C-Suite
Selling to the C-Suite requires a different mindset, approach, and set of skills than selling to typical customers. To engage with impact, it is critical to understand the priorities and challenges of executive stakeholders and deliver strategic insights rather than pushing products and services. This requires targeted preparation to make the most of limited time and ensure once you get to the C-Suite, you stay there.
Mindset Shift Required
Preparing for and executing conversations with the C-Suite requires a robust and thoughtful approach. C-Suite members have limited time and oversee many vendors, so it is crucial to stand-out in conversations. This course helps instill this mindset and aims to level-up participants from a traditional, transactional sales mindset to one of a trusted advisor.
Better Actions Enabled
- Learn about, and how to overcome, common C-suite engagement challenges.
- Determine which accounts are worthy of a C-suite engagement strategy.
- Identify key requirements for getting in the door of the C-suite, what to talk about, and how to frame the conversation when you get there.
- Profile and determine the engagement style of different C-suite customers.
- Learn directly from C-suite executives about what works and what doesn’t when engaging with them.
- Build a C-suite engagement roadmap and know how to execute directly following the training.
Results Achieved
This course leads selling professionals through the entire C-Suite engagement lifecycle, utilizing Vantage’s C-Suite Selling Playbook, and extensive application opportunities (like account profiling, simulations, influence mapping, etc.) to successfully elevate the conversation and close deals at the highest-level.