Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation discussions to the executive suite.
So if you sell solutions around cloud, mobile, social, big data and analytics, you need to elevate your sales pitch to be relevant to the C-suite. What does this mean? It means you are talking to an audience of one and you better be prepared to speak to a CXO about how you can drive his or her specific business initiatives.
For more, consult two our most popular posts, Tips for C-Suite Sales Call Prep: How to Have a Business Conversation and Three Tips for Conquering Fear in the C-Suite.