So, You Want Your Team to Sell to the C-Suite?

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The best B2B sales executives know how to navigate the organizations they sell to. Steering sales conversations to the top is often an important element in their success. It can be make-or-break for complex products or solutions with high price tags and long sales cycles. The best sales reps understand when a CEO, CFO, CMO or CCO is open to a conversation, how to prepare for it, how to orchestrate the conversation and what the C-suite wants to know. And they know how to deploy their own team to best effect in these discussions.

Watch “So, You Want Your Team to Sell to the C-suite?” to learn:

  • How customer executives view complex products and solutions
  • The 7 pitfalls of aiming high
  • When it makes sense to engage the C-suite
  • What the C-suite wants to know about your product or solution
  • How to prepare your team for a value-added C-suite conversation
  • How to orchestrate a C-suite discussion effectively
  • Effective executive sales conversations do not happen by accident.

They require team preparation, content that demonstrates your product or solution’s value proposition and an ability to be nimble in the conversation itself. Expect the unexpected.

Peyton Marshall

Peyton Marshall

Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years 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 of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.

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