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CHAPTER 10: Selling to the C-Suite > Dealing with the Blockers - Pg. 170

170 HIGH-PROFIT SELLING Q going to be sitting in a meeting with the CEO, discussing a subject that matches what you can provide, so the person might mention you and suggest a meeting. In that case, your referral to the C-suite is coming by way of your contacts with someone else in the company. This is a much more effective way to reach the C-suite than trying to sell your way up though the company. It's more effective because as you are developing relationships with several people at the same time, you are essentially doing professional marketing as well. Dealing with the Blockers You may have a great relationship with the C-level person