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Executive Intelligence: What difference does it make?

October 04, 2013

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a senior executive. 

Whether or not we have a direct relationship with the CXO decision maker, we know she will not belabor the decision…if our solution does not serve her priorities, we’ve lost more than a sale.  We’ve lost credibility.

Sales leaders aspire for all their account managers to have relationships in the C-suite.  But the truth is, only a small percentage of top performers are good at establishing relationships at the highest level of decision making. 

As a sales leader, ask yourself these questions. 

  • What if all of your sales pros could get in the minds of their account’s key decision makers?
  • How could having this executive intelligence transform all of your “B” performers into “A” performers?

 Here’s a “Before” and “After” look that brings these questions to life.

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Everyone has industry and company knowledge.  Only the smartest (and top performing) sales pros have executive intelligence. 

 

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Does your enterprise sales team have the intelligence they need to successfully call into the C-suite? 

Would you retain more of your top-performers if you provided them the executive intelligence they need to win bigger deals, faster?





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Lee Demby

About the Author

Lee Demby