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  • ThinkSales

    Sales People Need a Strategy for Selling to CEOs

    Mar 29, 2017 4 minutes
    BY FRANK V. CESPEDES, JAY GALEOTA & MICHAEL WONG

    ‘Sell higher and call on the C-Suite’ is probably the most common refrain in business development, and you can see why. As Marc Benioff, founder of Salesforce.com has noted, “When I look at [our] largest transactions…every transaction was done with the CEO [and] that’s why we’re selling more enterprise software than Oracle or SAP.”

    Despite the advantages, however, selling to executives can be challenging. According to a study, executives consider less than one-fifth of the meetings they have with sales people to be valuable. To add to that, the C-suite has undergone dramatic changes over the past two decades. While the number of executives reporting to the CEO has doubled, only 35% of Fortune 500 and S&P 500

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