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So, You Want to Sell to the C-Suite?
It’s difficult to secure a meeting, or even get through via phone or email to prospect and sell to the C-suite. I am well aware of the degree of difficulty, as I am one of those targets defending my...
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When you are Selling to the C-suite and You Finally Get There, Don’t Blow It!
As CEO of Richardson, a leading sales training company, I am continually struck by how many sales professionals try to sell me solely by virtue of my position. In my previous post — So, You Want to...
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Your Sales Dialogue Wowed the CEO
But, Did Your Follow-up Ruin the Deal? As CEO of Richardson, I head an organization focused on helping other organizations improve their sales execution. And, as a CEO, I am continually the target of...
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