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 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: 

• Coaching Drives Results: Effective coaching boosts individual growth and team performance, helping teams exceed quotas. 
• Shift from Management to Coaching: Managers must focus on coaching for development, not just managing tasks, to build high-performing teams. 
• Prioritize Coaching and Feedback: Make time for coaching and ensure feedback is a two-way process for continuous improvement. 
• Address Issues Early and Celebrate Wins: Tackle uncoachable behavior early and celebrate small successes to boost morale and reinforce coaching value. 

Key talking points:

• Understanding the paradox of innovation in sales and the challenges of adopting new technologies.
• Balancing efficiency and effectiveness in sales with the help of AI.
• Exploring the potential of AI to enhance sales conversations and boost productivity.
• Highlighting the critical role of business acumen and human skills in the age of AI.