Selling to the C-Suite in a Shifting LandscapeWatch Now
C-level executives act as the final decision maker in 64% of B2B purchases. And when they are not the decision maker, they are likely key influencers.
But these elusive executives are a challenging group to influence.
For one, they are less receptive to virtual sales meetings when compared to their Director or VP-level reports. And the current business environment has the C-Suite shifting from a growth mindset to cost-savings.
But there are proven strategies that work!
In this session, Bob Basilliere, VP of Sales at Allego, and Ray Makela, CEO of Sales Readiness Group, will discuss critical success factors when selling to the c-suite.
During this webinar, you’ll learn:
- The biggest challenges when selling to key executives
- How to shift your buyer experience to convenience and self-service
- TIps for mapping sales tech to the sales process
- How to access and engage today’s c-suite decision makers
Bob Basiliere, VP Sales, Allego
Bob is a sales and marketing leader with 25 years of experience leading global organizations. Bob is currently the Vice President of Account Management at Allego, where he is responsible for growing and expanding Allego’s footprint in their existing account base. Prior to joining Allego, Bob spent 20 years in various leadership roles in Customer Programs, Sales Operations, and Marketing at EMC/Dell Technologies. Earlier in his career, he held positions in sales, sales management, and sales operations in the IBM and Microsoft VAR communities.
Ray Makela, CEO & Managing Director, Sales Readiness Group
Ray is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs. He has delivered programs for clients such as Microsoft, Infor, Smartsheet, Alcon, Edwards Lifesciences, ABM Industries, HD Supply, Timken, and Walmart.