Executive Selling Training Tips to Get an Executive to Meet You

Executive selling training tips

Selling to Executives is Different
And executive selling training tips are different from the business sales training tips that prepare you to sell at other levels in an organization.

How to Connect with C-Level Buyers
To make meaningful connections with executives during the sales process, executive selling training experts know you need to adopt a different approach. In general, executives will be ready to take action as a result of your meeting together if you can show them a clear and compelling way to do the most important and pressing parts of their job better, easier or faster.

What You Need to Understand
To do this, your sales force needs to understand what drives the most important decisions of their executive clients and be ready to offer relevant insights that will help them do at least one of the following executive selling training tips better than an alternative approach:

  • Increase revenues or decrease costs
  • Do the job better or with less risk
  • Improve their internal organization
  • Enhance and grow their customer base
  • Stay ahead of market trends and plan for future challenges
  • Meet potential new business partners
  • Stay compliant as regulations change and tighten

How to Prepare
So before you meet with an executive make sure that you are prepared by reviewing the company website to understand executive backgrounds, strategic initiatives, financial trends and customers.  Pay special attention to annual reports, the letter from the CEO, their 10K and press releases.  Then update yourself on recent news to be aware of market trends and competition.

Lastly use whatever tools you have at your disposal to network and learn more about the company and its major players.  Do not expect your executive buyers to have the same patience with standard sales discovery questions as non-executive buyers.

The Bottom Line
The salesperson who can provide meaningful value with fresh insights and industry expertise is the salesperson who will be welcomed time and again into the C-suite. Are you focused on what matters most to your clients and their business?

To learn more about creating a high performance sales environment to take your sales force to the next level, download The Keys to Creating a High Performance Sales Culture.

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Intuit

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

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Thoratec

What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

Jeff Rangel
Director of HR

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

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SPO Partners & Co
Kim Silva, CFO

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

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Vice President, Human Resources

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

Glenn McGillivray
Human Resources Business Partner

Intuit

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

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Chief Financial Officer

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

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HR Project Manager - Training & Development, PHR

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

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Director, Team Development

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Vice President, Human Resources

Hyperion

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

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Vice President Human Resources

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

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Chief People Officer

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Fortune 500 Financial Services Company
Director of Infrastructure & Technology

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