As we move deeper into the world of selling to the top level people in prospect and customer organizations, you must be ready to a critical choice. This choice is about being and acting like a Peer or Sales Person.
I realize you are a sales person and probably have a business card with the words Sales Person on it. While it is time to change that to Business Advisor or Consultant.
Here is the issue. Top level people do not want to be sold anything by anybody. What they want to do is buy from someone they believe is there to help them, advise them or provide expertise to them on a topic of interest – to them – not to you or your company. Interesting situation you are placed into by the top level decision makers.