“Sell higher and call on the C-Suite” is probably the most common refrain in business development, and you can see why. As Marc Benioff, founder of Salesforce.com has noted, “When I look at [our] largest transactions…every transaction was done with the CEO [and] that’s why we’re selling more enterprise software than Oracle or SAP.”
Salespeople Need a Strategy for Selling to CEOs
Here’s a three-part approach.
October 13, 2016
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New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.