From the course: Selling to the C-Suite
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Power in peer-level selling
- Recently, a colleague of mine told me a story about the years he spent working with prominent lawyers across the United States. This group of attorneys represented some of the most significant cases in US history. When he began working with them he was given two pieces of advice. Many of these attorneys are Type A personalities, and you should never act like you are levels below them. You need to play at their level. And the second, whenever possible, make sure that you bring the right people at the right time with the right information to the discussions. This is wise advise for calling on the C-Suite in your business situations today. Be confident, knowledgeable and credible when you speak with them, and know when to bring in the big guns to speak with them title to title. Because today's C-Suite is changing and becoming more collaborative internally, it only makes sense that they would be looking for more peer expertise in the partners they choose to do business with. To assist…
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