Hello there, We were discussing the importance of building business development relationships at C-level and how, although it can require a significant commitment of time and resources, it’s an investment well worth making. Today, in this final part of my thoughts on the subject, I want to offer some practical advice on dealing with senior level [...]
Tuesday, July 28, 2009
Hello again. Now where did I leave off? Ah, yes, we were talking about the number one IT sales and marketing challenge when selling to C-level executives – which is not to come across as a salesperson! Instead you become a trusted advisor. Your role is to help, not to sell, at least not overtly. Instead your [...]
Thursday, July 23, 2009
Hello again. Last week I was musing on how, in today’s cash-strapped technology marketing environment, the power to make big buying decisions has shifted from middle and lower level managers to senior executives. The problem being that, unlike in more buoyant times, buying decisions are now driven more by cost and less by budget. With this in [...]
Wednesday, July 22, 2009
In today’s budget strapped marketplace, only the most senior executives have the authority to make big buying decisions. In case you hadn’t noticed, the power to buy has been stripped from many middle and lower level managers. For marketers this presents both a problem and an opportunity. The problem is that buying decisions are going to [...]
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Thursday, July 30, 2009
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