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Why, When and How to sell into the C-suite. Tips and guidelines.
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Why When How
Selling in2 the Suite
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Why is selling in2 the Suite important 2 you
when does it make sense & when NOT !
• You like challenges
• Target set by your boss
• Check in your KAM plan !
• They are the real buyers
• They are the up-selling path
• Not, if you can’t think of a reason
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Why is selling in2 the Suite different
& how
Discrete & short
Top level value selling
Unforgiving ! Important Note !All else,
especially negative presentis the same !
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When to sell in2 Suite
when are they receptive 2 your “call”
@ Status Quo@ Diagnosis
@ Requirements Formulation
@ Supplier Validation
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When to sell in2 Suite
what do they buy
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How 2 get 2 the Suite
Influencers: peers, trustees & execs
Jason
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How 2 get 2 the Suite
B creative / B remarkable
2 pass the mail filter
2 pass the office schedule
2 pass the time, ... together
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How 2 get 2 the Suite
New media = low threshold
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How to “sell” when in the Suite
How do they buy = business case approvalRoI / RoC
Problem / Solution
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How to “sell” when in the Suite
Example: Barco value prop in2 the C-Suite
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Because Then
Selling in2 the Suite
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! !!Easy
Sunday 4 December 2011
