Many sellers believe that selling to the C-Suite is like the Holy Grail of sales. The A-Game. The big leagues. The … can’t think of any more sports metaphors.
I’ve written extensively on the topic of selling to the C-suite, covering aspects like which questions to ask, how to have great sales meetings with senior executives and even how to cold call the corner office.
But there is an underlying, deeper question that just begs to be answered: what is it that motivates senior executives in the first place?
Mark Kuta Jr, author of the appropriately named “Think Like A CEO”, mentions that most CEOs are primarily concerned with three things: the metrics that his boss is focused on, what their competitors are doing in the marketplace and what customers want now and in the future.
But that’s still fairly broad – if you’re looking to truly uncover what motivates senior executives, I have found there are five practices that are tremendously powerful when it comes to uncovering the executive agenda.