Introduction
Overview of key learning objectives
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1. Understand the C-Suite
Who is in today's C-suite?
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The evolution of the C-suite
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Define the C-suite buying personas
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Power in peer-level selling
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2. Research the C-Suite
Multilevel research is the new norm
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Focus on the power of three
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Build the buying vision
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Map the network
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3. Create the Right Mindset
See yourself as a C-suite member
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Handle emotional stress
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Leverage the network
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4. Master the C-Suite
Leverage the science of connection
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The power of listening
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Provocative questioning
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Establish credibility
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The buying visual
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Gain confirmation of value clarity
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Conclusion
What's next?
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Glossary_SellingToCSuite.zip
(1.0 MB)