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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Cheryl Geoffrion, Conrad Smith, Tim Riesterer, Erik Peterson

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9     Executive Engagement

 

Salespeople frequently say that getting the executive meeting is the hardest part of the conversation. Let’s face it: You can’t have a conversation until you get the first meeting. Without it, the sales process stalls and the opportunity for executive engagement fizzles. Engaging the executive is key to being able to create the buying visions and work towards justifying the business case. So we have some specific tips on how to proceed once you’ve done your due diligence and are ready to make contact.

Talk to the Executive Assistant

Whatever his official title—administrative assistant, executive secretary, office manager—the executive’s assistant is an often-underutilized resource. People see him as a gatekeeper—and ...

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