Selling to the C-Suite

Introduction

• Overview of key learning objectives

• Who is in today's C-suite?
• The evolution of the C-suite
• Define the C-suite buying personas
• Power in peer-level selling

• Multilevel research is the new norm
• Focus on the power of three
• Build the buying vision
• Map the network

• See yourself as a C-suite member
• Handle emotional stress
• Leverage the network

• Leverage the science of connection
• The power of listening
• Provocative questioning
• Establish credibility
• The buying visual
• Gain confirmation of value clarity

• What's next?