If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson we can easily apply to the importance of knowing who you are selling to and making long sales cycles enjoyable.
Selling into the C-suite is something that every enterprise sales pro is being encouraged to do. Here's some cold hard facts.
Recently sales leadership guru Lisa McLeod posed the provocative question, "Is Your Sales Force Being Sabotaged By Your CRM?" In her article on Forbes.com, McLeod compares and contrasts the habits of two sales people. One, she says, is having mediocre sales calls because his CRM is focused "on information important to his company (pipeline, revenue projections, close date, etc.) versus information that is important to the customer." She continues:
A new McKinsey Survey shows that C-level executives are becoming more actively engaged in shaping and driving their companies' digital strategies.
Topics: Enterprise Sales, Executive engagement, CEO, CEO Biographies, Executive Biographies, Executive Profiles, Fortune 500 Executives, Executive Leadership, Chief Digital Officer, Executive summary, CEO Profiles, Head of Digital, C-Suite