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If your business has a strategy of elevating your sale to more strategic decision-makers, you will know that success in this arena requires a far higher level of preparation and skill than ‘normal’ selling. The potential rewards are great, but CxOs and other senior executives are short on time and attention and have very different concerns to those lower down the organisation. Get it wrong, and you won’t be invited back. And in times of uncertainty, more and more deals are being referred to senior executives, whether you like it or not. In a new webinar, Richard Barkey, Founder and CEO of Imparta, draws on Imparta’s recent research and the new Business Acumen & Selling to the C-Suite programme to help you build your confidence and refine your approach to this most difficult of sales challenges. Topics covered: - The most common failure points when selling to CxOs. - How to prepare to approach the C-Suite. - How to immerse yourself in the world of a number of different C-Suite roles. - How to connect and engage with CxOs in the most effective way. - How to influence them as they progress around the Buying Cycle. Date: January 23rd Register your place here: https://lnkd.in/ehp7NbSN #webinar #sales #salesteam #salestraining #sellingtothecsuite

Mastering sales to senior executives demands a shift in strategy. As sales cycles lengthen and decision-making teams expand, engaging with these high-level buyers becomes more crucial. Yet, it's a refined art, one underpinned by the key STRATEGIC principles: Scrutiny, Time, Results, Approach to Meetings, Transformation, Elevate, Gravitas, Insight, and Conciseness. 1. **Scrutiny**: Executives assess every facet. Ensure your presentations are bespoke, logical, and aligned with their business objectives. 2. **Time**: With a schedule slicing finer than a chef's knife, executives prize their time — and so should you. Be the reason they don't glance at their watch. 3. **Results**: Tangible, realistic ROI is their language. Speak it with evidence, tailored specifically to their organisational context. 4. **Meeting Approach**: Compact, focused, strategic - that's the meeting mantra when face-to-face with seniority. Every second counts, so make your case quickly and convincingly. 5. **Transformation**: Executives are architects of change. Your pitch must not just align, but also become a cornerstone in this transformation. 6. **Elevate**: Don't just step up — leap higher in your approach, articulation, and understanding of their strategic priorities. Shine brighter than your competition. 7. **Gravitas**: Command respect with certainty and authority from the outset. You're not just in the room; you resonate with it. 8. **Insight**: Lead with insights that strike a chord; your ideas should spur a cascade of forward-thinking, driving crucial decisions. 9. **Conciseness**: Be as brief as their attention span — crisp, clear, compelling. Less is more when the stakes are high. A pivot to selling to senior executives isn't optional; it's a strategic imperative for those keen to close deals that resonate at the highest levels. Whether you're navigating pitch preparations or cultivating executive engagements, adherence to these principles is the difference between success and stagnation. #SalesStrategy #ExecutiveEngagement #STRATEGICselling

Mastering sales to senior executives demands a shift in strategy. As sales cycles lengthen and decision-making teams expand, engaging with these high-level buyers becomes more crucial. Yet, it's a refined art, one underpinned by the key STRATEGIC principles: Scrutiny, Time, Results, Approach to Meetings, Transformation, Elevate, Gravitas, Insight, and Conciseness. 1. **Scrutiny**: Executives assess every facet. Ensure your presentations are bespoke, logical, and aligned with their business objectives. 2. **Time**: With a schedule slicing finer than a chef's knife, executives prize their time — and so should you. Be the reason they don't glance at their watch. 3. **Results**: Tangible, realistic ROI is their language. Speak it with evidence, tailored specifically to their organisational context. 4. **Meeting Approach**: Compact, focused, strategic - that's the meeting mantra when face-to-face with seniority. Every second counts, so make your case quickly and convincingly. 5. **Transformation**: Executives are architects of change. Your pitch must not just align, but also become a cornerstone in this transformation. 6. **Elevate**: Don't just step up — leap higher in your approach, articulation, and understanding of their strategic priorities. Shine brighter than your competition. 7. **Gravitas**: Command respect with certainty and authority from the outset. You're not just in the room; you resonate with it. 8. **Insight**: Lead with insights that strike a chord; your ideas should spur a cascade of forward-thinking, driving crucial decisions. 9. **Conciseness**: Be as brief as their attention span — crisp, clear, compelling. Less is more when the stakes are high. A pivot to selling to senior executives isn't optional; it's a strategic imperative for those keen to close deals that resonate at the highest levels. Whether you're navigating pitch preparations or cultivating executive engagements, adherence to these principles is the difference between success and stagnation. #SalesStrategy #ExecutiveEngagement #STRATEGICselling

How do I win large 7-figure deals? 🤔 💰 By up-leveling the conversation to the C-Suite. Without having executive level support you are likely to be focused on projects rather than a true digital transformation or needle moving deals. Here are some steps to help you elevate the conversation and deliver value and relevance to top executives: 🎯 Understand Their Priorities: Research the organization's strategic priorities and the specific goals of the C-suite executives. 💰 Focus on Business Impact: Frame your conversation in terms of business outcomes and the impact on key performance indicators (KPIs). 🗣 Speak Their Language: Use language that resonates with C-suite executives, such as ROI, profitability, growth, and competitive advantage. 📊 Provide Data-Driven Insights: Back up your arguments with data and metrics that demonstrate the potential value of your proposal. 💡 Focus on Solutions, Not Problems: Instead of dwelling on challenges or issues, focus on presenting solutions and opportunities. ⚠ Highlight Risks and Mitigation Strategies: Acknowledge potential risks or objections and proactively address them. 📈 Emphasize Long-Term Value: Demonstrate how your proposal offers long-term value and sustainability for the organization. 🤝 Build Relationships: Cultivate relationships with key stakeholders in the C-suite. 🧠 Demonstrate Thought Leadership: Position yourself as a trusted advisor by sharing insights, trends, and best practices relevant to their industry or business challenges. 🔄 Follow Up and Iterate: After the initial conversation, follow up with additional information or updates as needed. By following these steps and demonstrating your understanding of the organization's goals and challenges, you can effectively up-level the conversation to the C-suite and gain their attention and support for your initiatives. #SalesStrategy #SalesSuccess #CSuite

Join today's webinar! 16:30 (GMT) / 11:30 (EST) If your business targets strategic decision-makers, success in this area demands higher preparation and skill than conventional selling. While potential rewards are significant, CxOs and senior executives are time-strapped, with different concerns than lower-level personnel. A misstep may exclude future invitations, and in uncertain times, more deals are directed to senior executives. In the webinar, we will cover: 🔹The most common failure points when selling to CxOs. 🔹How to prepare to approach the C-Suite. 🔹How to immerse yourself in several different C-Suite roles. 🔹How to connect and engage with CxOs most effectively. 🔹How to influence them as they progress around the Buying Cycle. 🔗 Register: https://lnkd.in/eAbiEsJa If you're unable to join today, sign up to receive the recording and watch at your convenience later. #sales #salestips #salestraining #b2bsales #closingdeals #salessuccess

Elevate your sales success by mastering the art of effective engagement with high-level decision-makers. Don't miss out on this essential session! Next week, Imparta's Head of Sales, Claire Cologne, will deliver a webinar in partnership with The Institute of Sales Professionals on Selling to the C-suite. Key takeaways: - Identify and avoid common failure points when selling to C-suite executives. - Develop a strategic approach and preparation process for approaching the C-suite. - Master the art of connecting, engaging, and influencing senior executives throughout the buying cycle. This webinar is ideal for senior sales professionals, account managers, business development executives and anyone involved in selling to top-level executives. Register here: https://lnkd.in/eNkM_pVr #webinar #salessuccess #businessacumen #salesexcellence #salestraining

The combination of Imparta 's research and Claire Cologne 's experience makes this a webinar not to be missed if you're in the enterprise B2B space. I don't even know the specific points she'll be making, but I know it will be good. #b2b #enterprisesales #sales

This is well worth a watch, there are some key points here that WILL positively impact your sales. #salestraining

Engaging with C-suite executives is a high-stakes game that demands a strategic approach. Success in this arena hinges on establishing credibility, demonstrating deep industry insight and focusing on value-driven conversations. The initial interaction sets the tone. Preparation is key—understand their business, know their industry and be ready to discuss how you can address their specific challenges. This level of preparedness signals respect and lays a foundation of trust. When it comes to C-suite engagements, it's not about the product—it’s about the outcome. Executives are looking for solutions that significantly impact their bottom line and drive their business forward. Adopting a value-centric approach emphasizes the tangible benefits your product or service delivers, resonating with their strategic priorities. Reaching the C-suite often requires cultivating relationships with mid-level managers. These individuals can serve as vital conduits to higher-level discussions. Building trust at multiple organizational levels can pave the way for more substantive executive conversations. Selling to the C-suite is both an art and a science. By focusing on value, building trust and preparing strategically, you position yourself as a trusted advisor capable of addressing their most pressing business needs. https://lnkd.in/gsh2ReDb #CSuiteSelling #ValueSelling #ExecutiveEngagement #SalesStrategy

Securing meetings with senior leaders can be difficult. Doing it in a +$50B can be very difficult. But I’ve noticed a few common ways our account team has secured meetings with the highest leaders within these account This is what I have seen over the last 2 years 1. You work for a company that is either a customer, or a top priority prospect for this company. A customer exec will likely make time if it could mean driving significant revenue for their company. 2. You’ve built a strong relationship with someone in the org the executive trusts, and they help you secure the meeting. 3. Leveraging your company's executives to send an introduction email, or offer a meeting that is a peer to peer. 4. You offer to engage an exec from another company, that has successfully deployed your product/service and can tell an honest story 5. Build relationships with global partners and suppliers. This could be the large consulting firms like Accenture, or a strategic supplier, AWS being one of them 6. Arrange a meeting at an industry event or your annual customer conference with an exec. 7. There is an exciting market trend, that is capturing a lot of attention. Think of the Gen AI craze, and if you're company is at the center of it. 8. Last option, cold call. This will always be the toughest route, but sometimes when all else doesn’t work you have to go back to the basics.