executive conversations

When you’re sitting across from a CXO, you only get one shot to pique their interest. If you don’t come to the table with enough knowledge and insight, they’ll shut you down without a second thought, and you won’t get another opportunity.

Without executive buy-in, your deals stall, you lose momentum, and your close rates plummet.

But dig a little deeper, and you see that stalled proposals and lost deals are the symptoms of a value communication problem. Sales reps lack the competence and the confidence to elevate the conversation, create enough urgency, and show enough business impact to persuade executive buyers to decide now.

In fact, Corporate Visions research found that the majority of companies aren’t satisfied with their ability to tell an executive-level story.

  • 67 percent say they’re underperforming at getting executive-level prospects to buy now rather than later.
  • Only 39 percent are confident in their ability to build a meaningful business and financial case to justify a decision.

How can you overcome this “fear of heights” when selling to the C-suite?

Enterprise sellers get delegated to who they sound like. So if you want to win over C-suite buyers, you need to show competence in their business at their level. The executive needs to understand that your head is inside their business—not the product or service you want to sell them.

In this collection of science-backed resources, you’ll discover how to gain the confidence and competence you need when selling to executive decision makers.

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Tools Checklist: Articulate Meaningful Value Get this checklist to see how to articulate the value of your solution and persuade executive buyers to invest their time and attention.
Webinars Webinar Replay: Articulate Meaningful Value – Ignite Executive Curiosity and Prevent Stalled Deals You may have the greatest product of all time. But if you can’t convince an executive buyer to hear about it, you won’t sell it. Find out how to show the value of your product in a way that ignites C-suite interest.
Tools Checklist: Help Justify Decisions Get this checklist to learn how to make your business case to executive buyers more compelling and urgent.
Webinars webinar replay: help justify decisions – build a business case that drives urgency and sways stakeholders 80 percent of deals require VP+ signoff. But only 39 percent of sellers are confident justifying decisions to executives. Learn how to build a business case that wins over your executive buyers.
Webinars webinar replay: convert and close with AI Want to win over your executive buyer? AI can help more than you might think. Join our upcoming webinar to learn how to use AI to better understand the executive decision-making process and research your buyers.
Webinars Webinar Replay: Dissecting “No Decision” – Revive Your Pipeline and Prevent Stalled Deals In this webinar, you’ll see new data about what drives “no decisions”, and what motivates executive buyers to take action now.
Webinars webinar replay: artificial intelligence – the view from the c-suite and what’s next You hear a lot of people talking about AI, but how are executives actually thinking about and using it? Learn how it’s being considered by the C-suite in this upcoming webinar.
Webinars Webinar Replay: How to Leverage Multi-Dimensional Economic Justification to Convert Stalled Deals In this session, you’ll learn what it takes to break the gravitational pull of customer indecision and create urgency with senior decision makers to act now, not later.
Webinars Webinar Replay: Elevate Your Executive Conversations Is the current economic climate freezing your sales? Learn how to thaw them out by warming up C-suite decision makers in this webinar with Jim Druckrey and Mark Chakravarty.