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Suite Selling

Reggy Mortier
Reggy Mortier

Selling to C-level executives requires a different approach than typical sales. It involves targeting high-level value and ROI, getting their attention through influencers and new media, and making your case through clear problem/solution messaging focused on business outcomes. The document provides guidance on when C-suites are receptive to sales pitches, such as during strategic planning stages, and how to structure a value proposition to appeal to their interests in ROI and problem solving.

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Selling @ReggyMortier Reggy.mortier@Barco.com In2 the Suite @Linkedin 1 Sunday 4 December 2011
Selling in2 the Suite ? ? ? Why When How 2 Sunday 4 December 2011
? Why is selling in2 the Suite important 2 you when does it make sense & when NOT ! You like challenges Target set by your boss Check in your KAM plan ! They are the real buyers They are the up-selling path Not, if you cant think of a reason 3 Sunday 4 December 2011
? Why is selling in2 the Suite different & how Discrete & short Top level value selling ! Important Note ! Unforgiving All else, especially negative present is the same ! 4 Sunday 4 December 2011
? When to sell in2 Suite when are they receptive 2 your call @ Supplier Validation @ Status Quo @ Diagnosis @ Requirements Formulation 5 Sunday 4 December 2011
? When to sell in2 Suite what do they buy 6 Sunday 4 December 2011
? How 2 get 2 the Suite In鍖uencers: peers, trustees & execs Jason 7 Sunday 4 December 2011
? How 2 get 2 the Suite B creative / B remarkable 2 pass the mail 鍖lter 2 pass the of鍖ce schedule 2 pass the time, ... together 8 Sunday 4 December 2011
? How 2 get 2 the Suite New media = low threshold 9 Sunday 4 December 2011
? How to sell when in the Suite How do they buy = business case approval RoI / RoC Problem / Solution 10 Sunday 4 December 2011
? How to sell when in the Suite Example: Barco value prop in2 the C-Suite 11 Sunday 4 December 2011
Selling in2 the Suite ! ! ! Because Then Easy 12 Sunday 4 December 2011

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Suite Selling

  • 1. Selling @ReggyMortier Reggy.mortier@Barco.com In2 the Suite @Linkedin 1 Sunday 4 December 2011
  • 2. Selling in2 the Suite ? ? ? Why When How 2 Sunday 4 December 2011
  • 3. ? Why is selling in2 the Suite important 2 you when does it make sense & when NOT ! You like challenges Target set by your boss Check in your KAM plan ! They are the real buyers They are the up-selling path Not, if you cant think of a reason 3 Sunday 4 December 2011
  • 4. ? Why is selling in2 the Suite different & how Discrete & short Top level value selling ! Important Note ! Unforgiving All else, especially negative present is the same ! 4 Sunday 4 December 2011
  • 5. ? When to sell in2 Suite when are they receptive 2 your call @ Supplier Validation @ Status Quo @ Diagnosis @ Requirements Formulation 5 Sunday 4 December 2011
  • 6. ? When to sell in2 Suite what do they buy 6 Sunday 4 December 2011
  • 7. ? How 2 get 2 the Suite In鍖uencers: peers, trustees & execs Jason 7 Sunday 4 December 2011
  • 8. ? How 2 get 2 the Suite B creative / B remarkable 2 pass the mail 鍖lter 2 pass the of鍖ce schedule 2 pass the time, ... together 8 Sunday 4 December 2011
  • 9. ? How 2 get 2 the Suite New media = low threshold 9 Sunday 4 December 2011
  • 10. ? How to sell when in the Suite How do they buy = business case approval RoI / RoC Problem / Solution 10 Sunday 4 December 2011
  • 11. ? How to sell when in the Suite Example: Barco value prop in2 the C-Suite 11 Sunday 4 December 2011
  • 12. Selling in2 the Suite ! ! ! Because Then Easy 12 Sunday 4 December 2011