How To Sell To C-Suite Executives By Outbounding | Salesman Podcast

► Download: Selling Made Simple - Find and close more sales with 15 proven, step-by-step frameworks for FREE https://salesman.com/o8ph ► Mentoring: Want to find and close more deals in the next 30 days GUARANTEED? Join Salesman.com Academy https://salesman.com/i2pj Skip Miller is President of M3 Learning, a ProActive Sales Management and Sales Training Company based in the heart of Silicon Valley. On this episode of the Salesman Podcast Skip explains how to connect with c-suite executives and win business from them. Intro [00:00] Techniques to Master when Selling to C-Level Executives · [01:16] “The number one way to get to a C-suite is through referral.” · Skip Miller [03:04] The 80/20 Rule of Selling to C-Level Executives · [03:23] “Everyone’s hunting for the small game, the small fish because it looks good on numbers. You got to go hunt for those buffalo at the C-suite level.” Skip Miller · [05:14] Practical Outbounding Strategies for Selling to C-Level Executives · [05:45] “80% of good salespeople outbound to the C-suite effectively.” – Skip Miller · [07:15] How to Sell Above and Below the Line · [07:28] How to Have Meaningful C-Suit Sales Conversations as a First-Time Salesperson · [09:06] Improve your Customer Outreach Using Personalized Sales Touches · [11:04] “Outbound needs a series of touches. We kind of recommend seven to 10 touches at a two-week window.” – Skip Miller · [11:43] Your Sales Process, Personalization, and the Hero’s Journey · [12:30] How to Find your Own Selling Style · [14:03] “It’s all about attitude. You’ve got to have the right attitude when you’re outbounding.” – Skip Miller · [15:11] “Be Inquisitive. The best outbounding salespeople with the C-suite have a natural curiosity.” – Skip Miller · [16:27] Key Difference Between ‘Above the Line’ and ‘Below the Line’ Selling · [17:10] The Right-Hand Rule: Marketing in Three Dimensions · [19:38] Why Selling is a Numbers Game · [23:02] “I find this funny, Will, that salespeople could tell me the size of the solution, but they can’t tell me the size of the problem.” – Skip Miller · [25:29] Below the Line and Above the Line Value Propositions · [26:58] Signs You’re Doing Sales the Wrong Way · [27:53] “We’re so busy numbers, we’re not focused on quality because we don’t know what that means.” – Skip Miller · [29:54] How to Improve Your Sales Game · [31:01] “You want to learn French, go to a French immersion class. Go to France and learn. Same thing. You want to learn to speak like an ATL, go start hanging out with your ATLs.” – Skip Miller · [33:17] Skip’s Advice to Younger Self on Better Selling [35:40] Full show notes - https://www.salesman.org/how-to-sell-to-c-suite-executives/ -- 👇 SUBSCRIBE TO SALESMAN.ORG NOW 👇 https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A?sub_confirmation=1 👇 FOLLOW ON SOCIAL MEDIA FOR MORE SALES TIPS 👇 Facebook: https://facebook.com/salesmanpodcast Instagram: https://instagram.com/salesmanpodcast/ -- This video is about: How To Sell To C-Suite Executives | Salesman Podcast Link: https://youtu.be/odH99injPm0