Surprisingly, a great number of conversations with CXOs fail to conclude with agreement as to what will happen next – concrete, specific, agreed actions for both parties, leaving the CXO confident that the right progress will be made. This is what we mean by closing....
When selling to the C-suite, of course, you want to win the sale. However, those who are most successful with CXOs have a higher priority than just winning the sale, but rather they truly care for the success of the CXO and his or her organization – and it shows. This...
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