Executive Selling Training and Coaching

How to Effectively Sell to Executives

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“We turned to LSA Global’s executive selling training to help us take our solution and executive selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our situation, identify key sales gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training and I would recommend them to anyone looking to transform its sales force the “right way” to sell higher and wider.”
Daniel Heckman | Director of Sales-Enterprise Accounts | Avid Technology

“We engaged with LSA Global to create a highly interactive business learning activity for 90+ sales distribution partners. LSA focused on high-yield questions and the creation of an impactful and effective questioning framework. We were very pleased with the design and delivery.  LSA really engaged and challenged everyone with relevant activities and expert facilitation.”
Richard Marshall | Senior Manager, Global Marketing | SketchUp

Description

Selling to executives is different from solution selling. Before executives or senior directors approve a purchase decision, they need to understand how the product or service will specifically impact their overall corporate goals.

Prior to the executive selling training and coaching workshop, you pull together information on a current account that you want to target.  Then you spend up to three class days with a corporate officer with experience at the C-level who consults on the account’s current situation and the specific sales strategies that are needed for the future.

Throughout the executive selling training and coaching workshop, the executive will play the part of “the client.”  Together, you analyze the company’s annual report, financial reports, and industry analyst reports to identify crucial issues affecting the client’s company.

You receive a detailed look at  financial concepts such as ROI, time to market, and the time value of money. After analyzing a customized case, you will plan for and practice conducting executive level sales meetings using your identified account.

Once you have completed the program, you will be able to develop sales strategies for building strong relationships with executives that will lead to increased revenue.  To better sell to executives, you will know how to:

  • Perform a financial analysis to identify an executive’s overall corporate challenges and concerns.
  • Position products and services as part of a strategic investment that addresses corporate goals.
  • Communicate the value of the proposed solution (such as greater revenue, faster sales cycles, less price discounting, improved customer loyalty, increased market share, decreased operating costs, and better control of inventory) designed to gain a business edge.
  • Begin and grow executive level relationships by better understanding the problems that a prospective C-Level client faces and by increasing your insight into the executive’s objectives and thought process.
  • Be regarded by executive buyers as leaders, advisors and problem solvers who add value to their sales relationships.

Target Audience
Any Sales Professional or Sales Manager that needs to sell solutions to C-Level executives or senior leaders to be successful.

To learn more about how we have helped leading organizations increase their executive selling skills or to speak with an LSA Expert to learn more about the executive selling training and coaching options for your company, please contact us.

Related Information

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.” We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

Filice

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

We value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

LSA custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention. This project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time by recommending ‘best in class’ vendors to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile. They truly understand the meaning of customer delight.

Amy Walker
Manager

Seagate

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed. The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames.  They were the best I have seen for this type of complex, visible, and strategic work. LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent. I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

We evaluated 6 well known sales development partners in the market. Late in the process we discovered an organization called LSA Global. We ended up selecting LSA global because of their unique model (bringing together best-of-breed organizations under 1 umbrella to deliver the best solution to meet a customer’s needs). Additionally, LSA had the strongest assessment, implementation, measurement, coaching, and global capabilities combined with an excellent program focused on true executive selling. We’ve had such strong feedback that the program has developed a buzz and there are requests to roll it out within the Marketing, Product Management, and Executive teams.

Stephanie Lucey
HR Manager

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

LSA always helps us provide the right sales, management, and leadership programs at the right time to meet the unique needs of both individuals and departments. I especially appreciate their ability to deeply understand our business and our culture so that they can recommend the appropriate solutions.

Sarah Parks
Senior Project Manager

Hyperion

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network. LSA Global challenged our thinking by suggesting we focus on the systemic strategy, culture and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge. LSA Global identified the two strategic actions to improve overall sales performance and then designed and delivered world class sales training across the globe to help increase revenue and margin.  I’m so happy we took a more strategic approach to sales performance.

Kim Benson
Director Human Resources

Trimble

We needed a way to improve training with our customers. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a way to go to market with our training that improved our customer touch. LSA delivered what we needed in the time we required.

Hinda Chalew
Vice President of Marketing

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