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    Executive Intelligence: What difference does it make?

    October 04, 2013

    When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a senior executive. 

    Whether or not we have a direct relationship with the CXO decision maker, we know she will not belabor the decision…if our solution does not serve her priorities, we’ve lost more than a sale.  We’ve lost credibility.

    Sales leaders aspire for all their account managers to have relationships in the C-suite.  But the truth is, only a small percentage of top performers are good at establishing relationships at the highest level of decision making. 

    As a sales leader, ask yourself these questions. 

    • What if all of your sales pros could get in the minds of their account’s key decision makers?
    • How could having this executive intelligence transform all of your “B” performers into “A” performers?

     Here’s a “Before” and “After” look that brings these questions to life.

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    Everyone has industry and company knowledge.  Only the smartest (and top performing) sales pros have executive intelligence. 


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    Does your enterprise sales team have the intelligence they need to successfully call into the C-suite? 

    Would you retain more of your top-performers if you provided them the executive intelligence they need to win bigger deals, faster?

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    Lee Demby

    About the Author

    Lee Demby