2 offerings to help you improve your sales results; please see: http://www.salespartnersinc.com/sales-feedback.html
http://www.salespartnersinc.com/virtual_sales_manager.htm

3 sessions this month to help you improve your skills. See “Plan Ahead” below

About the “Roadmap …”

Each issue of the “Roadmap to Sales Success” will contain items of interest to the business (especially the sales) community.

This month’s topic is: “Approaching C-level Executives” If you really want to have a “strategic partnership” with your customers, then it must be formed with the people who create/execute their strategies!

These are the C-level Executives.

“… by far the most effective means of getting on an executive’s calendar is an inside recommendation. ”
- - White Paper, “How salespeople establish trust and credibility with senior executives”, Alston Gardner, et al, OnTarget, Inc. and UNC, © OnTarget, Inc. 1996

PLAN AHEAD
Upcoming Events Involving Sales Partners:

Please see:
http://www.salespartnersinc.com for details

Vol . 5 No. 2 - - August, 2005 – “ Approaching C-level Executives ”

Last month, we asked, “Who are ‘C-level’ customers and why are they important anyway?”

For a refresher, please see: http://www.salestraininginc.com/newsletter/2005/july/

If we agree that they are vitally important to us, then we need to know the most effective means of approaching them – for our benefit – and theirs!

We said last time that C-level executives may have some issues that could be different than our typical contacts.

We needed to know more about these issues than usual and be prepared to have meaningful discussions - with anticipated, genuine solutions in mind. Later on this.

As for our approach, let’s assume for a moment that we genuinely want to make a memorable, long-lasting impression. Because of that, we have diligently done our homework:

• Contacted our own appropriate colleagues and associates to try to acquire a level of knowledge and something about any current challenges of our hoped-for C-level “partner”
• Read as much as necessary in business journals and trade papers about the person/the firm
• Went to the Internet and looked up some of the particulars on the company at its web site, D&B, Hoover’s, The Wall Street Journal, etc.
• “Googled” for any available personal information: family, academic background, professional groups, interests, etc.
• Used our contacts in the prospect company, ex. from the local chapters of professional and civic organizations to gain even more insight
• Attended a recent chapter meeting of one or more of those groups, in hopes of meeting and speaking with the person, even if briefly. (If so, was the discussion significant enough to suggest a meeting? Be careful here, otherwise you may get one and only one meeting before being “handed down”)
• Analyzed the results of all of these steps to determine if there really is a reason for us to meet, and, if so, determined and used the best approach?

Remember:

“Networking isn’t the only way to improve your personal/professional circumstance; it’s just the easiest way.”- - Joyce’s Law #12

Right now, you may be thinking that most of this is unnecessary. “I’ll just call.”

And, that may work. The above WILL work. And will help you establish a very strong first impression which could lead to the ongoing, strategic relationship that you’re looking for.

Next issue: Be on the lookout for next issue of “ Roadmap…” entitled, “Consulting with C-level Executives”

Until then, Good Selling!

Please note: We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Sales Partners’ name and contact information is included: info@salespartnersinc.com http://www.salespartnersinc.com

Submit your question/comments to: info@salestraininginc.com

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