Selling to corporations takes perseverance and smarts: long sales cycles and layers of decision makers often results in frustration and paralysis. In every organization, multiple decision makers means multiple agendas. Many people can derail your purchase decision, and few have the authority to say “yes.”
Smart marketers are dramatically reducing their sales cycles and short-cutting complex bureaucracies by speaking to the ultimate decision-maker: the CEO. They know that dramatic shifts in the U.S. business environment over the past 5 years have resulted in the increased involvement of the CEO in most major corporate purchase decisions.
If you can provide value and demonstrate return on investment to the CEO, there is a near-certainty of winning their business—and there’s no one who can stop you.
Discover what IBM, Ernst & Young, FedEx, GE Capital and other growing brands have learned: that selling to CEOs can be less expensive, faster and more profitable than nearly any other activity.
Understand how purchase decisions in your industry are changing, and the role currently played by CEOs.
Select your industry here for exclusive insights and research:
Contact us today to discuss how you can engage CEOs and grow your business.
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- Excerpt from “Corporate Investments in Systems & Services:
The Expanded Role of Chief Executives”
Conducted by Martin Akel & Assoc., Nov. 2012