Why is it so Important to be Prepared When Selling to the C-Suite?
It is important for sales executives to learn as much as is available in the public domain about both the executive and the organization. Understanding these current issues will be essential to helping you build the confidence and trust of the CXO.
When you come in reflecting this awareness, the conversation will quickly pick up on the important and relevant topics that need to be discussed. There is everything to be gained by thoroughly doing your homework, and much to be lost if you don’t, especially when selling to the C-Suite.
(Note: Be careful. In the words of one of our faculty executives, “LinkedIn is research. Facebook is stalking!”)