Leigh Kellner

Selling to the C-Suite Research

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leighkellner
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In enterprise software sales, C-level executives play a critical role in buying decisions. What do salespeople need to know and do to engage and successfully sell to leadership?

I worked with my team at the Strategic Sales Network to design a research project that would collect qualitative and quantitative feedback from 150+ vetted executives on Wynter. From there, we analyzed the results to produce deliverables including an interactive quiz and a value prop guide.

From capturing a CMO’s attention to the kinds of data a CFO expects in your proposal, this major campaign gave enterprise sellers unique insight into the expectations of executives they’ll encounter during a sales cycle.

The research revealed that CFOs in particular have a nose for BS in ROI claims. Sellers should bring realistic projections to financial leaders, and emphasize what makes their solution unique and why now is the time to act.
Think you could sell to an exec? Test your knowledge (and see the research results along the way) with this interactive quiz.
Interactive content presenting the research results. Check out the value prop guide here.

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