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C-Suite Selling

By: SRG, a Part of SBI
July 26th, 2023

In today's ever-evolving business landscape, decision-making involves a multitude of stakeholders, making it crucial to adapt and thrive. Dive into this comprehensive guide to learn the essential skills to 'sell higher' in any organization and successfully gain access to C-Suite and executive-level buyers.

Sales Process | C-Suite Selling

By: Ray Makela
April 17th, 2023

In times of tight budgets, companies are cautious about spending, and more people are involved in making purchasing decisions. Salespeople need to understand the CFO's priorities, decision-making process, and effective ways to work with them to close deals. Here are four important factors to get the CFO onboard.

Closing | C-Suite Selling

By: Norman Behar
November 29th, 2022

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.

Sales Management | Managing Performance | Managing the Pipeline | C-Suite Selling

By: David Jacoby
November 10th, 2021

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, weekly, and even daily activities.

Sales Process | Building Relationships | C-Suite Selling

By: David Jacoby
October 22nd, 2021

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatically improve your odds of success. CTO’s set the technology strategy for the organization and then send the marching orders downstream. They also understand how your solution can potentially impact other departments within the organization—critical information in situations where you are navigating a complex sales process.

Building Relationships | Sales Management | C-Suite Selling

By: David Jacoby
September 30th, 2021

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is the "customer coach."