Greatest challenge for enterprise sales is - connecting with Executives.
Relevant dialogue, gain their trust and sponsorship - whilst outflanking your competitors.
We know the pain caused by not having Executive level buy-in:
• Deals slip
• Revenue targets missed
• Loss of face with your senior management
To provide greater insight I wanted to connect with the most accomplished person within my network’s network at engaging with executives, that is Jim Christen.
Based in San Francisco Jim is a technology sales leader who is currently Area Vice President ERP Cloud at Oracle, previously National VP Customer experience Management at SAP.
With 25 years industry experience, Jim has the rare ability to align with Executives and build credible dialogue. He is well recognised for these exceptional skills and typically only shares this refined nuance with a very select audience.
Rob Howes had been part of an audience, we were recently able to connect with Jim and discuss his rare and valuable approach to effective executive level interactions.
Thank you, Jim, for taking time out, can we start with:
1) When trying to break into an account - How do you go about preparing and prioritising time before you engage?
• Create calendar for weekly activity.
• Strategic sales need to prioritise the top 20% of account list.
• 3 customer references for storytelling, evidence and proof.
• Truth is when it comes to it - Executives want your customer success stories.
• They want to know who else are you are working with in the industry and what you have achieved for them.
• Researching the organisations by using www.seekingalpha.com
• Do the hard work listen to their quarterly earnings calls and presentations.
• Attach your solution to one of their corporate priorities.
2) What tactics do you use in the opening email to keep it short and compelling?
• Do the work in the day, be ready to send in the evening.
• Hit rate much higher after 930pm and before 8am.
• Sunday morning best time to send to CEO’s and Executives.
• Short title – Time to market
3 sentences:
• Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting.
• We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts.
• Who’s the best person on your staff to share these best practices with?
3) Then they will forward that email to the staff member who...
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