By James A. Baker · Founder, Baker Communications
Selling on an executive level has obvious advantages. You’ll know you’re dealing with the person who will ultimately sign off on your proposal. However, even the most experienced sales professionals need to keep some important points in mind. Executives have different needs than mid-level managers or other people with authority in an organization. Over the years, research has shown that while executives share many traits with those who work for them, they also have particular needs that must be addressed.
Listed below are some important pointers and guidelines that should be followed with selling at the executive level:
