Selling to CEO's
CEOs have a high-risk job and carefully protect their time because?
They are ultimately accountable for bad decisions.
Picking the wrong vendor can be a catastrophic waste of time and money.
They are responsible for setting the strategic direction of the company
In the Quick Take, Joe lost the account to Brad because?
His pricing wasn’t competitive Brad’s company had a stronger reputation Joe failed to engage the CEO while Brad won his confidence by focusing on the right issues Brad did a better job of explaining the importance of “dynamic load ratings”.
Which of the following is NOT one of the three drivers of shareholder value?
Cash flow
Compliance
Managing risk
Optimal deployment of resources
Compliance
According to research cited in the Quick Take, what is the optimal number of questions you should ask when speaking with a CEO?
4
Why did the CEO tell Joe to go talk to her engineering team?
She didn’t fully understand the technical nuances of his product The engineers are the ones who will make the final decision She disengaged because Joe got too deep into the technical details She was eager to keep the sales process moving along