new! SELLING TO EXECUTIVES
Selling to the C-level (CEO, COO, CFO, CTO, etc) decision makers requires a strategic approach and special skills to be successful. The current demands of the marketplace and the dynamics of growth companies require that successful sales professionals need to be effective not just with technical, departmental or purchasing clients but also to make sales at the C-level.
This course builds on our core sales skills course, Successful Selling, and our intermediate level course, High Performance Selling Skills & Strategies to take you to the top level of business development. This program will help you assess your skills and sales strategy to make an impact with C-level prospects and clients.
Topics include:
- Evaluating your personal requirements
- Assessing your company requirements
- Targeting companies
- Targeting executive priorities
- Getting the meeting
- Executive meeting structure and selling process
- Writing your conceptual message
Instructor: Chuck West is the director of sales programs for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.