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Selling to the C-Suite: Prepare for Successful Executive Conversations

Format: Whitepaper

Posted in Empower Sales Conversations, Sales

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What’s in this whitepaper?

In B2B companies with big ticket, innovative solutions, selling to the C-suite is regularly promoted by management as a focal point of the sales playbook. It isn’t surprising. One or two success stories from the best account executives and selling to the C-suite becomes a best practice. Selling to the C-Suite is easy to say, hard to do, and even harder to scale. For complex B2B products or solutions, the degree of difficulty rises.

Download Selling to the C-Suite: Prepare for Successful Executive Conversations to learn:

  • What to expect in C-suite conversations
  • 3 organizational capabilities needed to scale successful executive discussions
  • 7 pitfalls to avoid in C-suite meetings
  • How Value Propositions provide an effective approach to executive conversations

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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