In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executive Consultant, to share firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset and a tailored approach. Selling to executives presents a unique dynamic, and Ray and Sarah walk through tactics to deliver value at every step of the process.   

For many sellers, gaining access to executives can feel like an uphill battle. Despite these challenges the two highlight the importance of C-suite conversations to drive deals forward and uncover additional opportunities that lower-level conversations might miss.  

Key Takeaways:  

• Common pitfalls to avoid including asking endless questions without providing strategic insight.  
• Using RAMP as a structured approach to meeting key executives.  
• Identifying when to approach the C-Suite in order to maximize value and avoid wasting their time.  

Key Takeaways: 

• Strategies to anticipate and prepare for questions or concerns from the board 

• Effective ways to communicate information while understanding the limited day-to-day context the board members receive 

• Striking a balance between transparency and strategy

Key talking points:

• Motivation is not a static quality, nor a byproduct of hard work. It requires effort and attention to cultivate.
• Managers that lead with authenticity pave the way for open and honest communication with their team. 
• Motivation is never a one-size-fits-all. Use the MOTIVE Framework to uncover your teams’ primary motivators, and understand how they can change over time. 

Key Takeaways:  

• Game-changing tools and frameworks for improving forecasting reliability. 

• Striking the right balance between trusting the numbers and listening to your intuition. 

• Prioritizing predictability across all levels of an organization is key to drive alignment.