From the course: B2B Sales Strategy: How to Effectively Engage Executives
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Developing your map for C-suite executive engagement
From the course: B2B Sales Strategy: How to Effectively Engage Executives
Developing your map for C-suite executive engagement
- Picture your largest client. You have an entire team dedicated to supporting them. Your company does outstanding work and they're thrilled with your services. They are your go-to reference to attract other big prospects. You have a solid executive sponsor and enjoy an open door for important discussions. Your internal team meets regularly to monitor the multi-year executive relationship map. The map then guides your proactive outreach ensuring your ongoing access and support. Zoey, a topnotch account manager leads this type of team for her company's biggest enterprise client and we're going to learn how she does it. Zoey knows that executives by nature are concerned with the long term and therefore respond well to a multi-year cultivation strategy. She also knows that her annual contract depends on a proactive and systematic plan for all key relationships, especially their executive sponsor. Zoey pulls together her…
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