How To Sweeten the C-Suite For Your Team

If you’re interested in helping the salespeople on your team gain access to those hallowed halls of the mythical “C-Suite,” there are four critical components to consider. Whether they reach out in person, by phone, online or (ideally) some combination of the three, their approach must be customized, constructive, crisp, and clever. As a sales leader, it’s your job to help them make that happen.

Customized

Blanket messages don’t earn the attention of top-level decision makers. Why? Because whatever problems they’re facing are too complicated for a one-sized-fits-all solution to address. If a “me-too” resolution could resolve one of their problems, it wouldn’t have landed on their desk.

Constructive

Marketing fluff or (worse) non-speak (e.g., “we’re the market leader”)  is useless to these prospects. If you’re communicating with them, make it useful, impactful, and practical.

Crisp

It should be delivered quickly. Time is of the essence for these decision makers. They don’t have the time to waste. Get to the point.

Clever

Finally, it ought to be interesting and unique. If you’re saying something that everyone else is saying, you’re not likely to cut through the noise.

It really is that simple. The hard part? As always, it’s in the execution. So get to it!

- @JebBrooks

About Jeb Brooks

Jeb Brooks is President & CEO of the The Brooks Group, one of the world’s Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on topics related to sales, sales management, and adult learning, having appeared in the Wall Street Journal, Money, Fortune, and CNN. Jeb is the author of four books and numerous articles.

  • http://blogs.richardson.com Mike Kunkle

    Jeb, I rarely hear advice about this that resonates quite this much. Nice how you walked your talk with the delivery in this post. Executive or not, this is good advice. I wish half the people prospecting me followed it. Mike

  • http://www.brooksgroup.com Jeb Brooks

    Thanks, Mike. I appreciate your kind words!

    - Jeb Brooks

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