Infographic: How to reach C-level decision makers

LinkedIn discussion bit.ly/SCiClevel White paper bit.ly/SCiWhitePaper ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... SCi started life as a B2B telemarketing agency in 2002, but we’ve grown to become a leading sales acceleration company. Voice marketing and human interaction are still our core services, but they are supported by other online/offline marketing tools. SCi Sales Group Ltd T: 020 8846 3950 E: [email protected] W: www.scisalesgroup.com © 2013 SCi Sales Group Ltd. These pages are copyright protected. All rights reserved. Any unauthorised reproduction or use is strictly prohibited, unless we grant such reproduction or use in writing. Unless specified, all intellectual property rights regarding this document and its contents are the exclusive property of SCi Sales Group Ltd. E&OE. Research source: SCi Sales Group C-level decision-makers 5 point plan to reach “ ” Interesting point SCi asked 200 managers if they had rejected all of their last 3 sales calls. 76% of Junior Execs rejected all 3 calls, but only 47% of Higher Execs did the same. Get past the gatekeepers and you have a good chance of having a conversation. But you have to be concise, informative, relevant and persuasive. This infographic is based on a white paper titled ‘A Plan for Reaching C-level Decision-Makers’. Want to learn more? You can download the paper by scanning the QR Code below or visiting the short-link. You can also join the discussion on LinkedIn. Don’t be afraid to let your sales intuition over-ride the lead score. The score is only a guide. External sales intelligence can trump the lead score Practice your elevator pitch Gather as much information as possible before you begin your journey. Use search engines, LinkedIn and your own telemarketing research to build a Single Prospect Profile. Know where you are heading. Find the floor you need .................................. Talk to everyone in the buying team, not just senior executives. Junior and Intermediate Managers can be a good source of unpublished information. The journey should be ground-floor:up .................................. Use Junior and Intermediate contacts to fine tune your sales pitch. When you arrive at C-level, you need to be well-rehearsed and concise. Practice your elevator pitch Buyers have better product knowledge than ever before. The internet and Web 2.0 makes it easy for them to research. So tell them something they don’t already know. Educate people as you travel up C-level is not the only stop. As part of BANT qualification, make sure you know where the real purchasing power lies - it may be the floor below C-level Ensure you exit at the right level .................................. Intermediate Execs Managers’ attitude towards sales calls Higher Execs Junior Execs

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Transcript of Infographic: How to reach C-level decision makers

Page 1: Infographic: How to reach C-level decision makers

LinkedIn discussionbit.ly/SCiClevel

White paperbit.ly/SCiWhitePaper

..................................................................................................................................................................................................................................................................................................................................................................

SCi started life as a B2B telemarketing agency in 2002, but we’ve grown to become a leading sales acceleration company. Voice marketing and human interaction are still our core services, but they are supported by other online/offline marketing tools.

SCi Sales Group Ltd T: 020 8846 3950 E: [email protected] W: www.scisalesgroup.com

© 2013 SCi Sales Group Ltd.These pages are copyright protected. All rights reserved. Any unauthorised reproduction or use is strictly prohibited, unless we grant such reproduction or use in writing. Unless specified, all intellectual property rights regarding this document and its contents are the exclusive property of SCi Sales Group Ltd. E&OE.Research source: SCi Sales Group

C-level decision-makers5 point plan to reach“ ”

Interesting pointSCi asked 200 managers if they had rejected all of their last 3 sales calls.

76% of Junior Execs rejected all 3 calls,but only 47% of Higher Execs did the same.

Get past the gatekeepers and you havea good chance of having a conversation.

But you have to be concise, informative,relevant and persuasive.

This infographic is based on a white paper titled ‘A Plan for Reaching C-level Decision-Makers’. Want to learn more? You can download the paper by scanning the QR Code below or visitingthe short-link. You can also join the discussion on LinkedIn.

Don’t be afraid to let your sales intuition over-ride the lead score. The score is onlya guide. External sales intelligence can trump the lead score

Practice your elevator pitch

Gather as much information as possible before you begin your journey. Use search engines, LinkedIn and your own telemarketing research to build a Single Prospect Profile. Know where you are heading.

Find the floor you need

..................................

Talk to everyone in the buying team, not just senior executives. Junior and Intermediate Managers can be a good source of unpublished information.

The journey should be ground-floor:up

..................................

Use Junior and Intermediate contactsto fine tune your sales pitch. When you arrive at C-level, you need to be well-rehearsedand concise.

Practice yourelevator pitch

Buyers have better product knowledge than ever before.

The internet and Web 2.0 makes it easy for them to research.So tell them something they

don’t already know.

Educate peopleas you travel up

C-level is not the only stop. As part of BANT qualification, make sure you know where the real purchasing power lies - it may be the floor below C-level

Ensure you exit at the right level

..................................

Interm

ediate

Execs

Managers’ attitude towards sales calls

Higher

Execs

Junior

Execs