Developing Your Sales Team to Sell to the C-Suite
Today, reaching leadership is more complicated than ever. Besides the usual gatekeepers, today’s corporate buyers have even more influencers and stakeholders in the buying process. Getting access to senior executives — the ones who control the budget or have authority — is critical to closing big deals faster. But to achieve success when selling at the highest level, sales professionals must first know how to speak the language of the C-suite.
Join David Jacoby and Norman Behar, managing directors at the Sales Readiness Group, as they discuss how successful sales organizations are training their teams to win bigger deals faster.
This interactive session will provide easy-to-understand insights on:
- The biggest challenges when selling to C-level executives.
- How to create more opportunities to sell “higher” in the organization.
- How to leverage and scale collaborative learning to improve new skills quickly.
Speaker
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David Jacoby, Managing Director, Sales Readiness Group
David Jacoby is a managing director at Sales Readiness Group and helps large B2B sales organizations improve sales performance. Previously, David was a principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management and interim management services to emerging growth companies. In the past, David served as vice president of Business Affairs of Xylo, Inc., where he was responsible for the company’s business development, sales operations, legal affairs and financing activities. |
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Norman Behar, Managing Director, Sales Readiness Group
Norman Behar has over 25 years’ of experience as a chief executive officer and senior sales manager. He is recognized as a thought leader in the sales training industry and has worked with clients in a wide range of industries including financial services, health care, technology, manufacturing and distribution. Before Sales Readiness Group, Norman served as president and chief executive officer of Catapult, Inc., a leading provider of personal computer training services, where he oversaw operations and managed growth before the company’s acquisition by IBM. |