Sun, 3 August 2008
Serving up the big cheese!
Leveraging your senior executives in a sales cycle
Executive Sales Call Plan - Leveraging your senior executives in a sales cycle
During the sales process sometimes it's necessary to bring in a company evangelist or someone from your senior management team to advance the sale. Unfortunately doing so is fraught with danger - it could negatively effect the sale and/or the person you bring in might get a negative impression of you. You have to know when to bring them in, why to bring them in, how to prepare them and how to keep them on message. Most importantly you have to preserve your control over the sales process and not surrender it to your management. In this episode Joe and Mike discuss what you can do to increase your odds of success when you "Serve up the big cheese".
Sales Podcast and Sales Blog