How To Master The Art Of Executive Level Prospecting, From The Executive Gatekeeper To The Chief
Using top down selling the professional salesperson will hone a message and approach for contacting the highest-ranking executive in the company. The discussion with that executive will center on business benefits of the solution and will focus on getting the executive quickly sharing mission critical information. This information will be used to secure sponsorship, set meetings with subordinate stakeholders and effectively position your solution later in the sales process. Dealing affectively with executive gatekeepers as well as the downstream business manager to whom you are referred will also be addressed.