Selling to CEOs. It’s a phrase that sounds simple — until you’re in that room and realize how unlike any other selling situation it truly is. Walk into a meeting with middle management and you’ll see patterns, predictability, even process. …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …