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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top, 2nd Edition by Stephen J. Bistritz, Nicholas A.C. Read

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Chapter 5

How to Gain Access to the C-Suite

According to our research with C-level executives, the most effective way to gain access is through a recommendation by someone in the executive’s company (see Figure 5.1). A full 84 percent of executives said that they would usually or always grant a meeting with a salesperson who was recommended internally. This highlights the importance of building companywide relationships that open doors to senior management.

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Figure 5.1 Scorecard of Methods for Gaining Access to Executives

Other methods did not fare as well. Referrals from outside the organization are sometimes successful, yet more than half ...

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