Selling to C-Level Executives

In our last edition of Sales Scope we explored the challenges caused by today's economic environment. Faced with fewer sales transactions, lower revenue per sale, and longer sales cycles, sales professionals are increasingly forced to work larger sales funnels simply to make quota.

Overworked and often under-resourced, sales reps face numerous obstacles as they try to move their targets from prospect to customer. Today's buyer has fewer discretionary budgets from which to pull and has to contend with increased scrutiny on their purchases - often needing to secure higher approval levels than in years past.

Given today's selling environment, there is one all-important truth: never before has it been so critical to reach the decision maker quickly and with impact. Just ask your sales team if they can afford to invest the time with prospects that aren't BANT (Budget, Authority, Need, Timing) qualified. The answer will likely be a resounding "no!" And today, the key decision maker is typically a member of the hard-to-reach "C Suite."

So, how do you successfully reach the "C Suite"? We already know that the traditional means of contacting prospects have become less and less effective, resulting in a 3% response rate. After all, like you, decision makers are bombarded by emails and phone calls. Email is typically blocked by SPAM filters or deleted without being read by users. Phone calls are screened with Caller ID and voicemails left unreturned.

There is a better way! Innovative companies such as Egencia have confirmed that hardcopy communication consistently breaks through the digital clutter - getting through to "C" at a rate of 30 times higher than email and phone.

In the next edition of Sales Scope, we'll discuss how - now that you've gotten through to "C" - to harness the power of multi-message communications, as well as timely and relevant follow-up.

If you'd like to learn how Marketsync direcTouch can help you break the Cold Call cycle, contact us today at info@marketsync.com.

Good selling,

Doug Ebstyne
CEO, Marketsync

P.S. Miss last week's Sales Scope? Read about Improving Sales Lead Prospecting in our newsletter archives.

For topic suggestions, general feedback or questions, contact us at sales@marketsync.com.