Salespeople Need a Strategy for Selling to CEOs
Harvard Business Review
OCTOBER 13, 2016
A change in sales or other customer-acquisition processes, for example, will affect multiple aspects of their business models: the types of orders their firms get, capacity planning, operations, delivery, post-sales requirements, and daily interactions among these groups. “Sell higher and call on the C-Suite” is probably the most common refrain in business development, and you can see why.