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Why Your Team Is Calling on the Wrong Person (And How To Fix It)

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In this episode, Bill dives into a critical issue faced by sales professionals and leaders alike: the challenge of reaching the right decision-makers within organizations.

Bill shares five key reasons why salespeople struggle to connect with CEOs and strategies to overcome these obstacles. Whether you’re a VP of Sales or a CEO, this episode will empower you and your team to have more effective conversations, create valuable content, incorporate CEO engagement into your sales process, and eliminate fear when calling on high-level prospects.

 

 

Also, if you’d like to schedule a call with me to discuss how I can help you or your team reach your true potential even faster, go to http://scheduleacallwithcaskey.com

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Don’t Call on Them Until You Know How To Talk to Them

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Not a day goes by in our sales training and coaching business that a client doesn’t approach us with this question, “How do I get to the CEO?” I heard that very question yesterday from a brand new client who sells technology services – traditionally calling on IT managers and CIOs.

Five years ago my advice would have been to craft the message that you wanted to communicate, network to that person, then make a cold call. But I think now all of that is premature.

Because unless you are speaking the language of the CEO – CIO – CMO – C00 – then you will waste your time – and theirs – in making that call.

So my advice to my clients is this: Read more