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Selling To C-Suite Executives Requires Preparation And Strategy [Investor's Business Daily]

ADTELEM GLOBAL EDUCATION INC (ATGE)  More Company Research Source: Investors Business Daily
Last adtelem global education inc earnings: 5/3 04:07 pm Check Earnings Report
PDF Eighty-four percent of executives interviewed in studies said they'd grant a sales meeting if the salesperson were recommended internally by a credible source. Contrast that to referrals from people outside the organization, which get meetings a still-impressive 50% of the time. Cold calls to the executive, even those following a letter or an email, worked only about 20% of the time. That's all from Stephen Bistritz, who co-wrote with Nicholas Read " Selling To The C-Suite: What Every Executive Wants You To Know About Successfully Selling To The Top ." Both authors are accomplished salespeople and sales trainers. More tips: Never sell yourself short. Bistritz and Read asked a chief information officer of a Fortune 500 technology company, "Why would someone at your level ever agree to meet with a professional salesperson?" The CIO's answer: "Professional salespeople offer me suggestions about solutions to business problems that even people in my own organization can't solve. Some of t [Read more]

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