Every sales leader wants their team to “sell higher,” and it’s easy to understand why. Senior-level executives can make bigger decisions faster than the typical buyer salespeople engage with: low-level technical users, program managers, and mid-level executives.
But accessing a senior-level executive is incredibly challenging. In addition to being over-scheduled, critical executives at large organizations typically hand off the work of meeting with vendors to lower-level executives. And when they do meet with salespeople, it’s often late in the buying process to ratify a decision that’s already been made by another stakeholder or committee.
Selling to Key Executives™ is an advanced sales training program that equips sales teams to gain access and sell to the executive-level buyer successfully. Delivered as a collaborative, online training experience, participants can apply the skills to their live accounts and collaborate with their peers as they go through the program each week. Successful completion includes peer review of an executive meeting planner.
Selling to Key Executives is an enhanced, digitally-enabled development experience that uniquely combines digital learning with human engagement. Accessible through any device, anytime, this innovative program allows your managers to develop essential skills through micro-learning videos, highly engaging exercises and missions, and real-world skills application.
This integrated development experience begins with a live, online program kick-off and continues with participants developing advanced sales coaching skills in a highly engaging digital learning platform. Each week, learners then participate in live online coaching sessions with an experienced facilitator.
May 3: Program kick-off
May 10: Coaching session #1
May 17: Coaching session #2
May 24: Coaching session #3
May 31: Coaching session #4
June 7: Coaching session #5
Selling to Key Executives will benefit sales professionals, including account executives, account managers, and other sales professionals who engage with senior executives.
This program is divided into a program kickoff followed by five weekly 1-hour reinforcement sessions with peers and roughly 1-2 hours of self-paced work.
You'll have access to the materials for up to 30 days following the completion of the learning journey.