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About the “Roadmap …”

This month’s topic is: "Maintaining long-term partnerships with C-level Executives" It’s quite simple really: Add value, be brief assume responsibility, ensure positive results.

These are the C-level Executives.

“Working directly with executives can be a challenge, but they are usually bright, savvy people who can be excellent role models and mentors.”
- - Marie G. McIntyre, Ph.D.
Secrets to Winning at Office Politics

PLAN AHEAD
Upcoming Events Involving Sales Partners:

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

Vol. 5 No. 4 - - October, 2005 – “Maintaining Long-term Partnerships with C-level Executives”

For the past 3 months, we’ve been talking about dealing with C-level Executives.

Let’s review where we’ve come from; please see:

“Introduction to C-level Sales Consulting”
http://www.salestraininginc.com/newsletter/2005/july/

“Approaching C-level Executives”
http://www.salestraininginc.com/newsletter/2005/august/

“Consulting with C-level Executives”
http://www.salestraininginc.com/newsletter/2005/september/

Now that we’ve established ourselves, we want to maintain and build upon the relationship. We do that by:

• Continuously looking for ways to add value
• Frequently suggesting product/service/process improvements
• Introducing our C-level contact to other, helpful people – social and business resources
• Providing important information in a timely fashion
• Handling with care – but don’t be a wimp; executives have no use for wimps
• Always being objective and factual – and have the details to back it up
• Not playing politics – unless asked
• Proposing genuine solutions to real issues
• Keeping track of what’s happening with the “old school ties”
• Having a good sense of humor
  

In her recent book, Secrets to Winning at Office Politics, Marie G. McIntyre, Ph.D. notes:
“Because they have a tremendous amount of power, high-level executives are accustomed to doing and saying whatever they want, making them a unique breed that must be handled with care.”

Her 10 tips on “How to Work with Executives” are universally applicable. Please see the complete list of tips at:http://www.yourofficecoach.com/working_with_executives.htm

And, even though our C-level executive is very busy and has a lot of power and influence, he/she still appreciates the “humanity of it all.”

Don’t be afraid to be real – without being crude.

If allowed, build and maintain a social as well as a business relationship. And NEVER let it die!

This concludes our series on dealing with C-level executives.

Be on the lookout for periodic "Roadmaps" containing items of interest to the business (especially the sales) community.

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@salespartnersinc.com

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