Strategic Selling: How to Communicate with the C-Suite and Decision Makers

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57:38

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01 - Introduction

01 - How to communicate with decision-makers.mp4

01:30

02 - 1. Selling to C-Suite and Decision Makers The Context

01 - Identifying the executive's role in decision-making.mp4

03:11

02 - Knowing the players.mp4

03:36

03 - Developing the right mindset.mp4

03:08

04 - Exploring the nuances of the C-suite.mp4

03:27

03 - 2. Communicating with C-Suite and Decision Makers The Preparation

01 - Doing the research.mp4

03:31

02 - Creating your strategy.mp4

02:38

03 - Building your reputation.mp4

03:45

04 - Becoming an expert.mp4

03:39

04 - 3. Communicating with C-Suite and Decision Makers The Strategies

01 - Identifying the four types of decision-makers.mp4

03:42

02 - Structuring the sales call.mp4

03:17

03 - Leveraging the power of active listening.mp4

03:31

04 - Positioning your sale to close.mp4

03:40

05 - 4. Expanding Relationships with C-Suite and Decision Makers

01 - Getting through the door the second time.mp4

03:00

02 - Building high-value connections around the C-suite.mp4

03:36

03 - Following up with the C-suite.mp4

03:29

04 - Using success to open more doors to decision-makers.mp4

03:15

06 - Conclusion

01 - Activating your C-suite communication strategy.mp4

01:43

Description

If you want to become a successful salesperson, you need to know how to move an audience. You need to be able to get the full attention of the C-suite to add lasting value and influence decision-making. In this course, join sales professional and expert sales instructor Meridith Powell as she shows you the secret of strategic selling: communicating effectively with key decision makers.

Learn more about the role executives play in the buying and selling process, plotting out the strategies you need to gain access to the C-suite. Explore tips and proven techniques for preparing and facilitating productive and fruitful exchanges. Along the way, Meridith teaches you how to communicate return on investment (ROI) and create a sense of urgency with the relevant executive stakeholders, turning your conversations from top-down risky ventures into opportunities for new relationships and growth.

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Decision Making

Sales Skills

Customer Success Management

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