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from my email:

Daily Sales Tip: Selling Up the Ladder

Companies are still buying, but more and more of those buying decisions are being made higher up the executive ladder.

Selling at the executive level requires a different set of skills and strategies from selling at the more traditional level. CEOs, CFOs and other C-level executives are more demanding and see things from a larger business perspective.

To succeed, salespeople must re-orient themselves to understand the top executive mindset. Executives are clear in what they want: Understand what drives my business and how you, your products and services can impact my business.

Source: Sales/marketing consultant John R. Graham (www.grahamcomm.com)

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