A new colleague recently shared a story that shows why you need insight into the C-suite of your largest accounts, even if you don't sell directly to the C-level.
"A whole team of us had been working on this six-figure deal for months and it looked like a slam dunk. We were getting all the right signals from the decision maker, who assured us it was going to happen. What he didn't know--and what we didn't know--was that the executive team was pushing a new initiative that was potentially at odds with the strategy our solution supported. A CXO nixed the deal. Out of the blue we got the call--the deal we had spent months working on was dead in the water. Calling my boss to break the news was one of the hardest calls I have had to make."
If you have been in sales for awhile, chances are you have experienced this painful scenario. The question is: how can you keep a CXO from nixing your deals?
Doing your homework on CXO priorities is the answer. Even though you may not sell into the C-suite, understanding the strategic focus issues of the executives into whom your contacts report, can help you avoid pitfalls that could derail your deal. A grasp of the C-suite's personal priorities builds credibility with your customers and demonstrates you care enough to take the time to learn about their business...an you will always be relevant.
Whether you get this type of insight from us or someone else, doing your homework on the C-suite is an essential part of enterprise sales success.