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CHAPTER 10: Selling to the C-Suite > Connecting with the CEO by Way of a Referr... - Pg. 169

Q SELLING TO THE C-SUITE 169 you know how the person you are sharing the infor- mation with views the competitor. Never speak nega- tively about a competitor, and also be sure that any information you send won't be construed as being de- meaning. Connecting with the CEO by Way of a Referral We all would like to have a never-ending supply of referrals to build our business, especially referrals that allow us to be seen by people in the C-suite as one of them. Developing di- rect relationships with C-suite members isn't always possible. Another viable method of gaining a referral to the C-suite is