Episode 12: Enterprise Sales & Selling to the C-Level with Steve Hall
Feb 06, 2023
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Today, we have Steve Hall on the show with us. Steve is the Co-Founder of Executive Sales Forum International and one of Australia’s leading C-Level sales experts.
In this episode, we talk about selling to the C-Level, with a focus on larger, enterprise deals.
After working in different businesses for many years Steve realised that most salespeople have big difficulties approaching senior executives.
This happens either because they don't know what senior executives think about or care about, because they don't know how to talk to them, or because they don't know how to get meetings with them.
Those who do get meetings arranged, often don't know what to do once they’re in front of them and it’s understandable, a lot of the sales practices that we have aren't designed to teach them how to do that.
So, this is a big problem for salespeople, but Steve has been working on it for the past 10 years.
He’s been helping sales executives understand what’s relevant for senior executives, helping them get meetings with those executives, making sure those meetings go as productively as possible, and then helping them to have an idea of what to do afterward.
In this episode, Steve shares with us all the different areas to take into account when approaching a senior executive. We discuss what is causing problems for salespeople in that regard and what you can do to have a successful conversation with your ideal clients.
Lots of practical takeaways in this episode for those interested in more complex B2B sales so, make sure you don’t miss it.
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