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Tips for C-Suite Sales Call Prep: How to Have a Business Conversation

August 05, 2014

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers who might be content to talk product, CXOs want and expect to have a business-level conversation focused on their specific priorities.

You've likely heard this many times before, maybe from your own sales leadership. But what exactly is a "business conversation"? And how do you prepare to have one?

For answers to these questions, consult the table below and see if you are on the right track. How many of these things are you doing now? What else could you be doing?

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If you are looking for a shortcut to insight on CXO priorities for executives from the Fortune 500 and beyond, we can help. Take a look at one of our sample profiles and think about how valuable this kind of information would be before your next meeting.

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Sharon Gillenwater

About the Author

Sharon Gillenwater

Sharon Gillenwater is the founder and editor-in-chief of Boardroom Insiders, which maintains an extensive database of the most in-depth executive profiles on the market, from Fortune 500 companies to independent non-profits, to help sales and marketing professionals build deeper relationships and close more deals with clients. Gillenwater is a long-time marketing consultant with expertise in marketing strategy, account-based marketing, and CXO engagement programs.