C-Level, Relationship Selling Blog

Capturing C-Level Quality Leads

Learn how to generate high quality leads with C-level executives using passive and active marketing effectively.

This article shows how to use the internet to generate leads and keep front of mind with your clients.  It also give some key tips on networking - both in person and via social networking i.e. Web 2.0

Read the full article ... Capturing C-Level Quality Leads

C-Level Sales Management -- Helping Salespeople Handle Gatekeepers

Sales managers can shorten sales cycles substantially because sales people charge ahead until they are stopped by gatekeepers.  That’s when sales starts to drag.  This C-level sales management article provides proven coaching to prepare sales people to dodge the blocks that stall closing sales.

Read on ...  C-Level Sales Management -- Helping Salespeople Handle Gatekeepers

C-Level Selling -- The First Rule for Handling Gatekeepers and Blockers

Let's suppose you're talking with a prospect and you know your offering has to be approved by someone higher.  Suppose you get along well. She or he likes what you have to say. She or he sees the benefits. Everything seems fine.  What typically happens next? Well, you might ask for the order. She or he may say, “Let me check with someone else and get back to you.” You're feeling good.

 

Now what? Read on ... C-Level Selling -- The First Rule for Handling Gatekeepers