Wooing the C-suite

February 6th, 2012

While prowling around LinkedIn to check on the conversations in the sales groups, I recently saw questions and advice about 'selling to the C-Suite. Some salespeople espouse starting only at the CEO, CFO or COO level. Their logic is sound and simple; if you can generate some traction at that level, you're off to a good start Read More...

Namedropping

June 30th, 2010

Here is question number four (and my response) to the salesperson’s ‘would you or would you not’ quiz.   Is this something you would do at a first sit-down meeting with a prospective client? 4)  Summarize a transaction you are currently working on with a well known client. The benefit of doing this is that your prospect knows you are working with a well known entity Read More...

The Next Three

June 15th, 2010

At Selling with Creativity we are working through a list of a dozen actions a salesperson might do or say at a first meeting with a new prospective client.  Here are actions four through six.  Remember, it’s your first time face to face with a new client.  Are these things you would do or say? 4)   Summarize a transaction you are currently working on with a well-known client Read More...