Selling Higher, Broader and Deeper: How to Successfully Navigate to the C-Suite and Beyond

Description

Selling Higher, Broader and Deeper is a unique approach to the problem of penetrating accounts both horizontally and vertically. Many books focus on getting higher but don't address a systematic approach of what is needed for total account penetration. Selling Higher, Broader and Deeper uses a completely different and bold approach to getting higher in the customer organization and using "the higher level contact" to bridge over to others throughout the customer organization.Here are some of the most common reasons individuals avoid calling on executives:· They don't know what exactly to talk about in the C suite.· They don't want to upset their current contacts by going higher.· They believe that they have nothing of importance to say to an executive.· They believe that because their current business is such a small percentage of the customer's overall business, meeting with an executive isn't even necessary.· They are afraid that if the executive meeting goes poorly, they might lose their current business or place in the organization. Selling Higher, Broader and Deeper prepares individuals for an executive meeting by teaching them to:· Experience the difference between a consultative sales call and an executive meeting· Conduct a well-prepared, logical discussion with a senior level stakeholder· Know what should not be discussed during a meeting at this level· Present an initiative that aligns with their strategic objectives· Create a "loop-back" to the higher-level position so additional calls and discussions will take place· Gain access to these senior level managers by using a variety of tested and proven techniques· Research the issues that are important to the executive· Penetrate many other levels of the customer organization· Prepare for the executive call through a financial analysis

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