Decision Making Execs
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Decision Making Execs
Intelemark's AppointmentSetting.com services companies who need to keep their sales team in front of executive decision makers.   Sales teams must be ultra prepared for their sales presentations by getting to know exactly what their potential clients want, a trusted advisor to help them make critical decisions.
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Seth's Blog: Despite, in spite of, because... three ways to manage creativity

Seth's Blog: Despite, in spite of, because... three ways to manage creativity | Decision Making Execs | Scoop.it
The people you hire will do creative work despite your management style, sometimes. Or they might do it in spite of your approach, rarely. But the most likely way to get the work you seek is to earn it, to...
Michael Kristiansen's insight:

Interesting how creativity is applied by employees either because of leadership or rarely in spite of leadership.  This leads to inspirational leadership.

If you have a team of sales people who must sell the appointment and then go the prospect to make a sales presentation, the team's individuals have to great at both and manage their time optimally.  Leadership must foster, reward, and share creative techniques to better the team overall.

Specialization can help a business make best use of the sales team's individual members by delegating the sales process to those that are best at getting the appointment and those who should be making the in person presentations.  This may optimize sales results.

However, if having a sales team means each member should be spending as close to 100% selling, then the emphasis of the leader is to focus the team on only those activities, getting better prepared for the sales call and making sales calls.

A solution to making that happen could be to partially or fully outsource the appointment setting activity to experts who can consistently keep your sales team in front of more prospects, and doing a better job at closing deals.  You can learn about what we do to make that happen at Intelemark, the virtual call center team does this kind of work for businesses who need access to top decision making execs.

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How To Set High Level Appointments | Appointment Setting Blog

How To Set High Level Appointments | Appointment Setting Blog | Decision Making Execs | Scoop.it
Business development begins with setting appointments with key decision makers
Michael Kristiansen's insight:

Appointments that pay off bring in new business that grow the business.  If you can augment what your team is doing to generate setting qualified appointments, then it's generally going to make sense to hire a seasoned and ready to go business development team that can cost effectively increase sales faster than without the team in place.  It's what Intelemark does.

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How to Bling Out Your Sales Cycle to Close Leads Faster and Easier

How to Bling Out Your Sales Cycle to Close Leads Faster and Easier | Decision Making Execs | Scoop.it
Optimizing your sales process is crucial to closing more business. Do you have what it takes to help you business grow?

Every business owner wants their business to grow, and the key to growth is a steady influx of qualified sales leads.

Michael Kristiansen's insight:

If your prospect is prepared to buy, what could go wrong?  Well that's a loaded question.  How about the salesperson not coming prepared to assure the decision maker(s) they are making the right decision.  Any doubt can derail the transaction.  The article is a little directed towards  your pain points, things to consider that could be causing sales to not materialize.  Such as the salespeople have plenty of leads but are not closing.  Or the sales team is not really receiving qualified leads, or the leads are being qualified for the wrong attributes.  What if the followup to the meeting or after the meeting lacks substantive content?  

The two areas that need attention are strategy and the tactics necessary to set up the strategy.  Assessing the sales funnel is a good place to start.  The content provided must be in sync with where the prospects are in the funnel.  Questions from prospects should be anticipated and adequately answered through delivering content that engages and answers objections that are real and those that are not. There is a very good layout of the top, middle and bottom of a sales funnel anyone can put into practice.  Once the prospects have passed through to the bottom of the funnel, this is the spot where they've qualified themselves, and the sales team can now go to work.  The content filled funnel is designed to do the sorting so the sales team is working directly with the people who are prepared to buy.  


The last steps of managing leads is to do with nurturing, bringing the lead along through the funnel, lead segmentation can separate the leads stuck at different levels and provide a set of messages that help get them unstuck. And, lead grading, knowing where each lead is in the sales funnel.

That conversations start up the sales funnel, that's why using a seasoned appointment setting team can make all the difference by helping grow incremental sales.  Appointment setting by Intelemark is excellent at this, having helped many business get their foot in the door for the first time ever.


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7 steps to a perfect cold call

7 steps to a perfect cold call | Decision Making Execs | Scoop.it
Here's an effective strategy for breaking the ice with a new customer prospect over the phone
Michael Kristiansen's insight:

The seven steps start out with researching prospects and taking note on what info and terms of the industry in order to earn the right to setting an appointment that the prospect sees as beneficial.  Because time is limited, a three or four sentence script that gets to asking for the appointment quickly is most efficient for everyone.  To keep the flow going the right way, anticipating objections and handling with professional ease puts the prospect at ease and comes right back to selling the appointment.

These are no easy tasks, a trained outbound team takes a long time to build up skills and manage.  Leave prospecting to sales people and time spent in front of decision makers drops.  The solution is hiring an elite team of professional appointment setters already up to the task.  The time saved and quality of appointments is far better using Intelemark, than the permanent investment in building your own call center, staffing and managing it.  So much time is lost in developing what may or may not work, that having a team setting appointments within the same week is an incredible advantage that Intelemark offers.

There are several other factors in cold calling, still considered one of the most profitable ways of building new business.  A company that only earns its way by setting appointments on your behalf has everything on the line everyday to produce.  Intelemark business development experts exude confidence, that makes your business thrive.  They know attitude is everything.

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MarketingProfs.com Study: "Outbound the #1 most effective form of b2b lead generation" - Predictable Revenue

MarketingProfs.com Study: "Outbound the #1 most effective form of b2b lead generation" - Predictable Revenue | Decision Making Execs | Scoop.it
Not Surprised! while ‘inbound’ has been all the rage, and many young entrepreneurs think sales & outbound sales are irrelevant… the reality is that MarketingProf’s research fits with my experience, which i write about in the Triple Guide – while inbound and many other kinds of leadgen are important, and complementary - outbound prospecting is the …
Michael Kristiansen's insight:

This is proof positive that outbound marketing rules.  It is why it is a smart business strategy to add a business development team.  The time it takes to accomplish this, and get it right, has some risk involved, let alone whether the training is in place. 

It's better to avoid the business development costs involved and contract with Intelemark, the premier virtual call center that has great experience setting appointments with Fortune 500 companies for clients who need to keep their sales executives in front of top decision makers.

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Successful Outbound Marketing Has Highest ROI | Appointment Setting Blog

Successful Outbound Marketing Has Highest ROI | Appointment Setting Blog | Decision Making Execs | Scoop.it
Outbound marketing like appointment setting is one of the best way to put your business directly in front of decision makers and create sales in a shorter time.
Michael Kristiansen's insight:

It does not get any better than having your sales team selling like crazy because you've got a whole other team on demand, to do the qualifying and appointment setting work necessary to keep the team buzzing with sales activity.  All the other marketing strategies may help in one degree or another, but outbound marketing proves again and again to generate sales faster because of getting the direct attention of getting in front of prospects.  This is especially important in the area of working with Fortune 500 companies.

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Appointment Setters Make It Simple In A Complex World

Appointment Setters Make It Simple In A Complex World | Decision Making Execs | Scoop.it
In the B2B world, the difference between sales and marketing is an idea that you almost learn on instinct. But sometimes knowing that difference does nothing but create tug-o-wars on what defines a l…
Michael Kristiansen's insight:

The catch to simplicity is understanding the complex, understanding the market your company desires to reach.  Intelemark is where the very best appointment setters go because they're appreciated for their abilities to set appointments in the most adverse conditions of cold calling.  The preparation and knowledge about an industry is part of the success of being able to set firm appointments with top C-suite executives.  As the article points out, the biggest mistake is sending the work to low wage workers who have no loyalty to your business and won't be held accountable.  It is the very reason to avoid appointment setters who barely speak your language and don't care about your business.

The key information is hidden in a sentence or two.  Mainly, giving autonomy to outsourced appointment setters means being as specific as possible when questions are asked.  The more focused your team of appointment setters become, the greater the results.

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How to Build Sales Pipeline and Keep It Growing

How to Build Sales Pipeline and Keep It Growing | Decision Making Execs | Scoop.it
Your typical strategy for meeting targets in sales is to regularly set aggressive individual quotas, rely on your top sales reps to hit those targets, and hope to get enough from the rest of your squad to get you over the top. This may be fine for driving short-term growth,...
Michael Kristiansen's insight:

The typical strategy is a struggle as explained.  The solution is specialized teams, including a sales development team as suggested in Aaron Ross's book Predicable Revenue.  

This gets down to the wisdom of having outbound prospectors digging for gold.  That is results driven by a specialized team of appointment setters.  The best in the business to outsource to is Intelemark.  If your average sales relationship is around 6K at a minimum, then immediately adding a sales development team of outbound prospectors is the way to keep your sales reps selling in front of top decision makers.  Developing the sales team is as important as the business relationships the team goes out into the field to develop.

 Let the Intelemark outbound prospectors reach out to targets that have big revenue potential. The thing to do is allocate the costs to acquire new business so your sales team is focused on high level selling activities.



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How To Sell To The C-Suite

How To Sell To The C-Suite | Decision Making Execs | Scoop.it
Getting to real decision-makers is hard enough. Here are five things you'll need to close them.
Michael Kristiansen's insight:

Top salespeople are incredibly valuable assets, their time must be in front of decision makers.  The collective answer is to use a professional team of appointment setters who know how to set high value appointments with C-Suite decision makers who are looking forward to the meeting.  Why are they looking forward to a sales meeting?  It's the way the qualifying takes place during the appointment setting call.  It's important that your top salespeople are understood to be trusted advisors who have done their research and have knowledge that can be applied to bring solutions to the attention of busy executives who value the time spent on consultation in order to make important business decisions.

A professional team of appointment setters takes an inordinate amount of time to develop and keep up with varying demand for quality appointments.  To reduce cost and get results,  there is Intelemark, a company known for its elite appointment setting team.

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Making The Most At Your Sales Meetings

Making The Most At Your Sales Meetings | Decision Making Execs | Scoop.it
Executives are busy people. So once you've gotten onto the calendar, make the most of the opportunity.
Michael Kristiansen's insight:

The article points out the battle won, just getting the one on one meeting with a top executive who'll be instrumental in business getting done.  What should be pointed out, is appointment setting is best performed by professionals such as by Intelemark because as the Inc. article says, 'Do your research'.  Time is limited, it makes perfect sense to have your top sales executives spending the time on company research and the personal agenda, which is getting to know the person the meeting is with.  It can be a little disconcerting when your sales person gets the 'who are you again ?' treatment.  It is good reason to have a professional appointment setter edify the sales exec and clarify the purpose of the appointment.

The personal introduction should tie together why the sales exec is there and the personal agenda of the prospective client.  Good reason to do your research and not get worn out just getting the appointment.

To establish credibility, the sales executive must be focused on how the bottom line can be changed for the better.  And, be quite aware of the executive's role at the company in order to frame the conversation.  The tried and true way to sell is to lay out a question and carefully listen more than talk.  It is the most direct line to understanding and owning the problem the prospect  needs a solution to.  Once understood, it's better to bring greater value to the conversation by sharing a perspective and story that relates with dealing with problems similar.

This is consultative selling where involving the decision maker in planning the next step  of presenting a customized solution.  Let the executive decision maker lead on how to go about this next step.

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Your Competitor Isn't Your Real Competition: Status Quo Is

Your Competitor Isn't Your Real Competition: Status Quo Is | Decision Making Execs | Scoop.it
When customers don’t purchase products or services, many salespeople assume that they’ve lost the sale to their competition. But, in reality, the competition may not be the problem. About 60 percent of qualified leads fall by the wayside because the customer doesn’t find value in purchasing something new and therefore, they [...]
Michael Kristiansen's insight:

Though the appointment setting team at Intelemark can get a company's sales consultants meeting with the right person, attention must be focused on breaking through the status quo.  It is very difficult when training has been on beating out the competition and not on why making a change for the better is so critically important in terms the potential client can see with clarity. 

There are strong reasons the prospective business looks for safety first and resists change.  When a sales person can explain the dangers and problems  of not changing,  in a context the prospect clearly sees the risk, then it's possible to build contrast that shows a side by side comparison of the difference of action and inaction.  This helps the prospect make a sound decision to buy from you.

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Benefits of Outsourcing Appointment Setting Services

Benefits of Outsourcing Appointment Setting Services | Decision Making Execs | Scoop.it
Many businesses are turning to outsourcing because of the benefits that are provided when they do so. It cuts down on the amount of time that they spend on areas like marketing or  product support a…
Michael Kristiansen's insight:

The post lists many great reasons for focusing time on preparation and selling, leaving the appointment setting chores to executive appointment setting provided by Intelemark services.  It is incredibly important that appointments be set in a professional manner so that when your salesperson or team shows up. the potential client is looking forward to the expertise your firm offers as cost saving profit building solutions. 

One of the important caveats to successful savings is lowering the cost per sale.  This is how a firm such as Intelemark can help.  There is always additional time needed for salespeople to be well informed and prepared, and when lead generation is outsourced, your firm gains a competitive advantage with the sales team on staff.

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Sales gets the stage it deserves - Fosters

Sales gets the stage it deserves - Fosters | Decision Making Execs | Scoop.it

It is no secret that companies are having a hard time finding good sales people. After years spending to train them themselves, firms are bullish about colleges and universities making sales an academic discipline. In today’s sophisticated world, they need sales people to be technical advisers, not just pitchmen.

Michael Kristiansen's insight:

The University of New Hampshire ran a 'Sales Case Competition' where the prize of a thousand dollars was awarded.  The interesting thing, is sales skills is beginning to get the attention it deserves at the education level.  They've even got a name for it, Sales Center for Excellence at UNH.

There was great enthusiasm from the firms who put up the prize because UNH was treating selling as a serious discipline with integrity.  The big reason is top sales talent is difficult to find, here's a quote: “They’re looking for the super stars,” she says. They want hires able to quickly get up to speed on products that increasingly are technical, and start making money selling them.

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7 Top Strategies For Reaching Decision Makers | Appointment Setting Blog

7 Top Strategies For Reaching Decision Makers | Appointment Setting Blog | Decision Making Execs | Scoop.it
Business development begins with setting appointments with key decision makers
Michael Kristiansen's insight:

The seven tips mentioned make up a great blueprint for conducting a successful strategy for building long lasting relationships that open doors to sales opportunities.  Getting the appointment is an art, best done using these honest practices.  

Any sales organization can use an extra resource of qualified leads to help balance a sales professional's time in front of decision makers and their time spent getting the appointments.

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Setting High Value Appointments By Nurturing Prospects | Appointment Setting Blog

Setting High Value Appointments By Nurturing Prospects | Appointment Setting Blog | Decision Making Execs | Scoop.it
Companies not getting great conversion rates must look at how they are nurturing leads and preparing prospects to qualify themselves to set quality appointments
Michael Kristiansen's insight:

It may seem like the 'economy', why sales conversions are not where they should be.  That problem may still be lingering, or it might be more imaginary.  The sales process begins by nurturing the great majority not prepared to become a buyer.  Find out more about uncovering the problems executives are dealing with to open up a conversation that leads to setting higher quality appointments.


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An Expert’s Perspective on Lead Generation and Executive Appointment Setting

An Expert’s Perspective on Lead Generation and Executive Appointment Setting | Decision Making Execs | Scoop.it
An Expert’s Perspective on Lead Generation and Executive Appointment Setting
Michael Kristiansen's insight:

It's no surprise that capturing new accounts is a top objective.  Many times your best salespeople are not phone pounders, capable of knocking out near 200 dials per day.  When the goal is to get your sales team making presentations,does it make sense to work the sales team to generate 500 leads worked in a month to get 40 conversations that may not even be sales presentations?  Of course not when you really value the number of sales presentations made. 

This is why a trained Intelemark business development team is able to get the appointments set and keep the sales team selling. See what their clients say to understand the immediate benefits your firm can gain.  They are experts at qualifying and selling the appointment so the prospect feels their time spent with your sales executive is worth the time set aside for the call.  It is possible to more than triple the sales team's time making sales presentations and staying excited about selling. 

The methods described are solid with several strategies for becoming more efficient.

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Top Tips for appointment setting

Top Tips for appointment setting | Decision Making Execs | Scoop.it
In many call centres you have to make outbound calls to generate appointments. Stella Jones provides her top tips. 1. Plan your call – Taking the time to
Michael Kristiansen's insight:

Setting appointments is no easy task.  Especially with busy executives at Fortune 500 companies.  To build a highly effective business development team can take years and substantial investment.  However, there is a solution.  Hire a firm that already has an effective team of outbound call experts who have experience  setting appointments for businesses who need their sales executives busy making sales negotiations happen.  Intelemark has the capacity to deliver a constant flow of qualified appointments.

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5 Critical Questions for Building an Outbound Lead Generation Team | InsightSquared

5 Critical Questions for Building an Outbound Lead Generation Team | InsightSquared | Decision Making Execs | Scoop.it

"Outbound lead generation teams are an incredibly powerful way to quickly expand your sales pipeline —Building an effective outbound lead generation team can be a challenging process."

Michael Kristiansen's insight:

Keeping the sales pipeline full begins with the funnel of qualifying and setting up appointments in order to keep sales executives focused on sales activities that include researching the prospective company and executives meeting with.  Intelemark saves companies time and money while helping client companies run lean and efficient sales organizations.  

There is real risk in trying to build an outbound prospecting team for the specific purposes of qualifying and setting appointments with Fortune 500 companies for clients.  A company avoids the investment in time and money and reduces the risk of adversely changing the underlying structure of the company.  Time as defined here, is opportunities gained when Intelemark puts their already prepared and trained team to work on behalf of your company.  This happens in a matter of a few days, avoiding the deep development costs of labor, training and facilities of going it on your own.

The Sales Funnel Free Report for Salesforce in the article looks worth downloading and putting to good use.

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The Finer Points Of Appointment Setting Service Are Critiqued

The Finer Points Of Appointment Setting Service Are Critiqued | Decision Making Execs | Scoop.it
Ever outsourced your appointment setting process and found yourself making complaints? Prospects aren’t showing up. Sales aren’t closing as well as you hoped. In all honesty, you are entitled to …
Michael Kristiansen's insight:

The way is clear at Intelemark, a premier and sought after company who offers qualifying and appointment services that work together to place sales executives in front of decision makers at Fortune 500 companies. 

It is apparent in the article that critiques work and complaints don't improve much of anything, but act as a wake up call.  You shouldn't have to wake up anybody to get quality service and results.  If the sales execs are not prepared, if expectations and objectives have not been made clear, it's likely a sales appointment is not going to lead to a long term business relationship.  

Experience and high ethics is why Intelemark appointment setters get  the job done better than anyone else.  It is a partnership based on open communications that uncover important details that allow for reliable appointments to be set, matching the right sales executive to the right C-suite decision maker.

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How To Improve Sales Performance in Executive to Executive Sales

Get the most relevant sales resources from Miller Heiman's Knowledge Center. We have an active research and publishing agenda that helps us stay current on important developments in the world of complex sales.
Michael Kristiansen's insight:

The idea of a formal executive to executive sales program is built on  the notion of using your time wisely when selling, and to respect the time of the executives you sell to.  Talking about efficiency must follow up with actions that are recognized as saving valuable time, yet build strong relationships.  See Essentials Executive to Executive Selling for Miller Heiman's training articles that are geared to improving sales performance.

Companies are realizing the importance of keeping the sales team spending the most time in front of decision makers and outsourcing the qualifying and business development to firms such as Intelemark, that performs these functions beautifully.

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Selling To The C-Suite According To C-Suite Executives | Appointment Setting Blog

Selling To The C-Suite According To C-Suite Executives | Appointment Setting Blog | Decision Making Execs | Scoop.it
Revealing video tells how C-Suite executives engage with salespeople and what makes the difference in getting their attention. Insights for sales executives.
Michael Kristiansen's insight:

The video is about a half hour covering how C-suite executives deal with the sales profession.  Basically, when the sales pro is well researched on your company, it shows much though has been spent looking for the best solution for their business.

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Selling to Executives: Bringing Your Sales

Selling to Executives: Bringing Your Sales | Decision Making Execs | Scoop.it
When it comes to selling on the executive level, you obviously can't treat the presentation as any other sales call. Selling to lower or mid-level employees is a multi-step process. If they're not a decision maker, then that person then must persuade their manager or executive to make the ultimate...
Michael Kristiansen's insight:

Identifying the right executive to connect reduces the risk of presenting solutions to an executive who has to convince others higher up.  Sometimes it can't be helped, so the process can become lengthy.  One key part of researching beforehand is to know what the potential client wants, before  they may even know they want it.  Bring a working knowledge of the prospect's company, know their key people's background as well as the company's.  When making the presentation, be sure you have the cold hard facts right, and case studies handy as well that back up your solutions.  Intelemark's professional appointment setters can help sales executives spend more time getting prepared while the Intelemark team qualifies and sets the appointments that generates new business.  The more prepared you are the better the closing ratio and lower the cost of acquiring a new client.  Role playing for a very important meeting is advisable, it helps convert your 'pitch' into a conversation that is all about solutions and is far removed from a tense sales pitch. Being concise and communicating value in every respect will have the company decision makers responding positively.

Time is so important, getting more sales appointments with executives who are looking forward to the meeting is the goal.  No one sets appointments at the C-Suite level as well as Intelemark, because of the company culture of setting quality appointments that drive results.  See what Intelemark clients have experienced.


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5 To-Dos When Selling to Senior Executives - RAIN Group

5 To-Dos When Selling to Senior Executives - RAIN Group | Decision Making Execs | Scoop.it
In this video, Ago Cluytens shares 5 things you should do when in a sales meeting with senior executives.
Michael Kristiansen's insight:

The time your sales execs spend in front of top decision makers is critical.  Intelemark's appointment setting team will get your people in front of the right people, but it does come down to ensuring your team over delivers in a way that your prospective client will be excited about working with your company. 

Some of the methods still being used by sales execs is focusing on discovering what's wrong, and where the pain is.  It's the smaller part of a bigger opportunity that exists, and you'll want your front line getting this right when selling to the C-Suite.

Teach the importance of connecting to the person and not the title they hold.  A tried and true way to connect is the use of 'talk story', telling a story relevant and meaningful to the prospect that they understand how your 'case study' applies to them.  Now you are connecting at the level of a trusted advisor who presents a well thought out solution that your company will fulfill in order to give the prospect an outstanding customer experience.

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Succeed When Selling to High-Ranking Executives

Succeed When Selling to High-Ranking Executives | Decision Making Execs | Scoop.it
Selling to senior level executives shouldn’t stress you out. Follow these strategies to help improve your sales results when selling to executives.
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The author has been selling to corporations  for a good amount of time and has the healthy attitude of never feeling intimidated over a scheduled meeting with a President or CEO.  But there is a lot of front-line sales people who are very uncomfortable when selling to high-ranking people.  


The advice given is sound, be prepared, avoid weak questions (learn the difference) and don't get bogged down in details.  One thing mentioned to share with you is to be aware of the time, it's why trivial details or building rapport to the point it reduces your ability to get business done.  Of course you need to be honest and direct, but also don't play a subservient role,  be the business consultant the executive wants to talk to because of your insights into helping the executive reduce costs, sell more product or other way to improve the company's bottom line.  Keep your top salespeople in front of decision makers instead of wasting valuable selling time setting up appointments.  

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Selling to the C-Suite

Selling to the C-Suite | Decision Making Execs | Scoop.it
Tips for selling to the CEO or C-Suite.
Michael Kristiansen's insight:

It is great to see the Zig Ziglar truisms about give to get and taking action.  What Intelemark is able to do for sales consultants is set an appointment that has the top executive looking forward to the meeting, expecting a knowledgeable and well prepared salesperson who can clearly demonstrate how the product or service offered is going to be a great benefit to the company. If the solution is solving problems the executive is wrestling then everyone wins.  Preparation for the meeting means the true professional salesperson will have done their homework and be able to help the executive make the best decisions for their company.

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