The first gauntlet you run when trying to meet any executive is the system of roadblocks that are put in place to preserve their calendar or diary. You must find a path through these screens and filters, and then introduce yourself in a way that will persuade the executive to grant you a meeting.  Roadblocks [...]

Identifying the relevant executive for each sales opportunity may be the best use of your time in your next sales campaign.  In my Selling at the Executive Level (SellXL) workshop  the relevant executive is defined as the executive who stands to gain the most or lose the most as a result of the application or [...]

Over the last decade, I was involved with a research project involving CXO-level executives to learn about their relationships with professional salespeople. The research was conducted in North America, Asia and Europe and involved more than 500 interviews with C-level executives. The data gave birth to our new best-selling sales book, Selling to the C-Suite, [...]