How to Gain Access to Senior Executives and Have Meaningful, Insightful Conversations - Skill #1

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How to Gain Access to Senior Executives and Have Meaningful, Insightful Conversations - Skill #1

posted by Andy Smith, Paradigm Learning on

August 11, 2008 | 11:35 AM

Part 1 of "The 5 Critical Business Acumen Skills Your Salespeople Need"

This is the first in a series of podcasts on business acumen for your salespeople. This podcast discusses the importance of the salesperson's ability to gain access to senior executives and have meaningful, insightful conversations. Andy Smith, vice president of Paradigm Learning, will discuss:

- - What’s keeping sales reps from making these connections with higher levels in their accounts?
  - What are the ground-level consequences for the sales rep who does not have access to and relationships at the senior level?
  - What are some tangible things a sales rep could do to connect with a senior executive and ultimately become an advocate?

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Comments

Julie Griffin said:

Very interesting. Look forward to learning more.

Andy Smith said:

Bill - I agree with you in that thinking in terms of "return on time investment" may not be a formal measure, it certainly is how executives gauge whether or not they want to spend additional time or energy with someone. Further, I think it helps to carefully consider the value that the salesperson will bring to each interaction especially with executives. It could be thought-provoking questions, it could be insights into how to improve operational or financial performance, it could be bringing a fresh angle to a chronic challenge. The point being, if the salesperson does not create new insights and ideas to add value (solve problems), then it is not likely the executive will sense much of a return for investing additional time. Thanks for your comment.

Bill O'Toole said:

The point that struck a chord of truth with me from my own experience is; "What is the targeted executives return on any conversation I engage in with him/her?" If you bring value from the start it predisposes your prospect to further engage.