What is stopping engaging with the C-Suite?

Click yes on what is stopping effective engagement with C-Suite

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C-Suite not interested in what we do.

Yes
Yes
No
No

If you were an executive with a plan, would you be more engaged if…

Time

Time

a sales person respected your time and position by ensuring the discussion was efficient yet constructive?

No, I would continue to have loyalty to my existing supplier.

Yes
Yes
No
No

Priorities

Priorities

a sales person understood your priorities and could demonstrate how they would help achieve them?

No, I would not share with a sales person, particularly if I thought they would use it against me.

Yes
Yes
No
No

Useful

Useful

a sales person was prepared and it was a useful and constructive conversation for you achieving your strategic success?

No, I would judge everything on its merits and try to have a standard set of specifications.

Yes
Yes
No
No

Can't get meetings.

Yes
Yes
No
No

As an executive, would you be more interested in a meeting if…

Strategy

Strategy

a sales person had done their homework, understood your strategy and identified areas they believe could help support your organisation to execute the strategy?

No, I prefer sales people give me the full list of features.

Yes
Yes
No
No

Usefulness

Usefulness

you understood how the meeting would be useful for you?

No, I will listen to them on their merits regardless of how I feel about the person.

Yes
Yes
No
No

Evidence

Evidence

a salesperson could provide evidence of how they have supported achieving that strategy in other situations?

No, I would prefer they didn’t try to understand what success looks like for me.

Yes
Yes
No
No

Don't have the relationships.

Yes
Yes
No
No

As an executive would you be more willing to have a relationship with a sales person if…

Add Value

Add Value

a sales person was helpful in contributing to your success?

No, I will develop the list of requirements and actions and then go out to market.

Yes
Yes
No
No

Strategy

Strategy

a sales person who can understand your strategy, respect your experience and performance and identifies areas where they can strengthen the execution of the strategy?

No, I appreciate sales people trying to push a sale on to me, even if I will never buy.

Yes
Yes
No
No

Trust

Trust

a sales person that can demonstrate you can trust and rely on them?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No

C-Suite keep referring to their teams.

Yes
Yes
No
No

As an executive, would you stay engaged if…

Value

Value

a sales person is able to help with what really matters to you?

No, I expect sales people to have the expertise and convince me of the value of their product.

Yes
Yes
No
No

Role

Role

a sales person is focusing on what you do, rather than what your teams do?

No, I appreciate when sales people tell me features of their product and I make up my own mind.

Yes
Yes
No
No

People

People

a sales person understood and respected you value your people, trust your people and value what they do?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No
How did you go?
Yes

Will Customer Intimacy help your business success?

Clicked Yes? Do your sales people do this today? Not Sure?

Quick Check?

X

No

Unlikely Customer Intimacy will help your business?

If you clicked no on the capabilities, unfortunately customer intimacy will not help grow your revenue faster.

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