And then the moment of truth.... The next message is from you.  As your name and the name of your company cross the mind of the CIO, what will he or she do?  Will they hit the delete key sequence before you even get a word in?  Will they be relieved to hear from someone they know cares about them and their problems? 

It is tremendously challenging to sell to senior executives today.  Yet it is clear that you can waste a lot of time selling to people who are not the decision-makers.  How can you improve your effectiveness?

In this presentation, your sales team will learn:

• What CIOs biggest concerns are about salespeople
• Why senior executives are particularly in need of effective salespeople today
• Practical ways to radically improve your success in interacting with senior executives
• Why product and service knowledge alone stunts your sales success
• How to more effectively establish rapport with senior executives
• 20 sales competencies that you can strategically assess and develop

This very practical and highly interactive session works great for sales meetings in a 45-60 minute keynote or workshop format.  As an optional follow-up, I have a great assessment tool and development curriculum that can take these ideas and really assimilate them into your organization.  If you are ready to radically improve the effectiveness of your sales force, this session is the place to start.