Executive Sales Call Plan – Leveraging your senior executives in a sales cycle

August 3, 2008

Serving up the big cheese!
Leveraging your senior executives in a sales cycle

During the sales process sometimes it’s necessary to bring in a company evangelist or someone from your senior management team to advance the sale. Unfortunately doing so is fraught with danger – it could negatively effect the sale and/or the person you bring in might get a negative impression of you.

You have to know when to bring them in, why to bring them in, how to prepare them and how to keep them on message. Most importantly you have to preserve your control over the sales process and not surrender it to your management. In this episode Joe and Mike discuss what you can do to increase your odds of success when you “Serve up the big cheese”.

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This week’s Master is Kevin Parker – Vice President, Chief Evangelist of a software companyKevin is the Big cheese for his company. He is the guy they bring in when the prospect needs to talk to someone higher up.

In additionIn the past year he’s spoken at over 50 events in more than 20 countries. Frequently a keynote speaker at technology conferences and often asked to share vision and strategy with the world’s leading IT executives.

He also coaches many executives on how to hone their presentation skills and get real in front of an audience of 1 or 1,000.

Check out Kevin at www.serguru.com

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Notes:
Listener Christian’s blog posts http://ultimatesalesexecresource.blogspot.com/

http://ultimatesalesexecresource.blogspot.com/2006/08/imposed-optimism-in-forecasting.html
http://ultimatesalesexecresource.blogspot.com/2006/09/pessimistic-sales-forecast-is-not.html
http://ultimatesalesexecresource.blogspot.com/2006/09/whither-forensic-forecasting.html
http://ultimatesalesexecresource.blogspot.com/2006/09/do-not-stumble-over-your-weighted.html

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