Coach your sellers to win the deals executives decide.

C-level executives control the budget, but they rarely make time for salespeople and are seldom involved at every stage of a purchase. This eBook shows how sellers can reach executives, speak to what they care about, and influence the decision even when they work mostly with an executive’s direct reports.

Inside the eBook

  • Seven ways sellers get through to C-level executives, including working with their assistants
  • Why executives care more about where the company is headed than which product is better
  • The two points in a purchase where the C-suite gets involved
  • How to make sure your offering reaches executives framed around ROI and long-term impact

For sales leaders whose teams need executive approval to close deals.

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Executives decide at two points. Is your team ready for both?

The eBook shows where the C-suite steps into a purchase and how sellers can shape what executives hear.

The problem

Sellers pitch executives like mid-level managers

Most sellers lead with why their product beats the competition. Executives aren’t asking that question. They want to know where the company is headed and what changes if they act, or don’t. Features and benefits matter to them only after the decision is made.

What’s inside

Five sections on executive selling

  1. The Executive Landscape: What’s in a Title?
  2. Reaching the C-Suite: How to Get Through
  3. The Executive Perspective: Looking Over the Horizon
  4. C-Suite Involvement in the Buying Decision
  5. Conclusion: Making the Difference

Long-term Funnel Clarity clients

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Speak to what executives care about

Get the full eBook as a PDF to use in your next team coaching session.

Download the PDF

Want help preparing your team for executive conversations? Talk to an Advisor