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Selling the C-Level
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When selling to senior decision makers in today’s marketplace, that isn’t enough. Senior managers have different requirements for giving a salesperson their time. Their concerns are more global and strategic. They want to know “What problem do you solve?” and “What is the strategic, financial statement impact of your product and services?”
Higher level decision makers also have strong financial acumen. Of the 30,000 plus businesspeople we’ve tested, salespeople have some of the weakest financial acumen and a tendency to default to talking about features and benefits instead of financial impact.
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