How to reach a VP Sales or CEO in order to sell?
Interests of a VP Sales or CEO
If you sell a solution for improving or increasing sales you need to know what the interests are related to your solutions or products by the decision marker: VP Sales or CEO.
- More sales
- More leads
- More qualified leads
- Easy sales process
- Organized leads follow-up
- Better lead management
- Less missed opportunities
- Less expenses
- Convenient communication methods
- Higher margins
- Meet or exceed the quarterly numbers
- Have a backlog for the next quarter
Mindset of CEO or VP Sales
Are CEO’s or VP Sales actively searching on the Internet for solutions that improve their sales?
Probably not, as they are busy and occupied with day to day tasks and operational problems.
Their mindset is not to go Google on these matters or to find tools or solutions that could help.
Their mindset is on the market segment they have to sell to, finding customers, watching competitors and to manage their sales people in selling.
Approaching VP Sales or CEO
Directly:
- Cold call
- Direct mail, emailing
- Advertising, advertorials
- Press Releases
- Trade shows
Are these methods still effective?
- Cold calling a VP Sales or CEO is not hard to do
- Does your VP Sales or CEO read the direct mail he receives by post or email?
- Is your VP Sales or CEO still influenced by advertising or advertorials?
- Press releases can be effective if the content get edit by journalists as these are trusted parties.
- Trade shows and conferences require travel and time: thus less likely to happen.
Note: Cold calling stays an option, especially if you could cold call on warm companies: those who have shown interest in your products or solutions on your website. As you also know the specific interest in one product or solution, you can start an interesting conversation with the VP Sales or CEO.
Indirectly
Addressing them directly is not feasible, then you need to communicate to the parties they trust or have a business relation with:
- Marketing agency, Web agency, PR agency
- Sales and management consultants
- The influencers in the company
Reaching these agencies or consultants might be easier as they are always looking for new business, thus actively searching and investigating.
The same applies for the influencers as they also are keen on finding new methods and solutions as it is in their nature and gives them the opportunity to be interesting.
These people you can reach by generating content and news:
- On your website
- White paper syndication
- Article writing for industry magazines (print or on-line)
- Blogging (a blog a day keeps trouble away)
- Press releases.
- Speaking at conferences
By reaching indirectly you need to have a clear benefit for those parties involved. Think about this benefit and define it before your engage into a conversation with them as they expect this.
Limited resources
As the resources of company are limited, you need to decide how to use the available capacity. Thus you need to decide where to spend time and efforts in order to get the VP Sales and CEO of companies interested when approaching them directly or indirectly.
Currently, as the service is still in Beta, we just blog and have content on our website.
How do you reach a VP Sales or the CEO of a company?
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