Developing your C-Level Value involves gaining access to senior executives who are decision-makers. By calling the C-Level, you can obtain insights, bypass competitors, and simplify the selling process. Senior executives are now looking for partners that offer solutions and understand business performance. You must create value for senior executives by understanding why they are buying and positioning yourself as comfortable, confident, and credible. Research shows that referrals and recommendations are the most effective ways to gain access to senior leaders.

1. Developing your C-Level Value

5. Gaining Access

7. Research on Gaining Access to Senior Executives Assuming your company was considering a major purchase, how likely would you be to schedule a meeting with a salesperson if the request came from… A recommendation from someone 16% 68% 16% 0% inside your company Always Usually Occasionally Never A referral from outside the company 8% 36% 44% 12% A letter from a salesperson followed 4% 20% 40% 36% by a direct call A direct telephone call from a 0% 20% 36% 44% salesperson

8. Why they are Buying?

11. 3C’s Comfortable, Confident, Credible

13. Developing your Value Proposition

14. The Importance of a Value Proposition

18. Executive Dialogue Introduction Product/Service Technical In-depth Standard Operations Value Action Outline for Executive Dialogue Executive Purpose Business oriented Conceptual Succinct Tailored to the executive Who are you? What can you do for us? What do you want me to do? Why are you calling me?

19. “ Chunk-ing” of the Value Proposition Elevator Speech (10 - 15 seconds) Supporting Information (30 seconds) Executive Summary Dept Account Industry Market