This could be the CEO, COO, CIO, CRO, CMO, etc.
It really depends on many factors which CXO will make the final decision.
Don’t get me wrong, there are many people, not just the CXO, who will influence the decision on whether your products and/or services will fit a particular company’s needs, at a specific time.
But usually, the final decision will rest with a CXO.
So what are these factors that influence the CXO you need to convince.
Here are five main factors for Why B2B CXO’s Buy
1. How much your product/service affects the organization. IE: is it one department, several departments, or the entire company.
2. How much your products and/or services affect that CXO personally.
3. How much your products and/or services costs, and what is the disruption to the company in implementing your products and/or services.
4. What is happening in the company, in the industry, and in the marketplace that may affect the timing of your sales efforts.
5. How effective your competition is in your marketplace.
The Aberdeen Group, a well-known research firm, has stated that for all of these challenges, an enhanced focus on better-informed, well-trained and coached front-line B2B sales reps, marketers and executives can mitigate the negative effects of a competitive marketplace.
Let me repeat, in order to be competitive in today’s B2B sales world, your company needs to have well trained sales reps and marketers. And the training needs to be entrenched with ongoing coaching.
Also, your prospects and clients want your sales reps to understand their goals, and the issues that are preventing them from reaching these goals.
So, in order to help you with the myriad of decisions that can affect your sales situation, I am delivering some free training on this subject on Thursday August 18th at noon, EDT.
If you want to learn how to effectively sell to the ‘C’ suite, you should be on this training.
The training is called, as the headline states, Why B2B CXO’s Buy.
You can Register for This Free Training Here.
Thanks, and I look forward to meeting you on the training.
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