The C-Suite: important people, but maybe not for you

Published in Sales Initiative

The career-defining sales most of us make will be decided by someone important; very possibly with direct P&L responsibility. They will probably be senior, and most significant of all they will be conscious of having their name attached to something of perceptible and tangible risk. But if we gear our sales strategy and skill towards a mythical, allknowing, omnipotent, corporate demigod from somewhere called “the C-suite”, we are quite likely to fail. Most of these people are far too busy worrying about shareholders and analysts to give our purchase order a second thought. Good CEOs trust their lieutenants, and sign most things off based on due diligence, robust processes, and

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