Engaging the C-Suite
Business Application Software
Objective
Accelerate revenue growth by engaging the CIO to move from department-level sales to enterprise-wide licensing agreements.
Obstacles
The sales force was not experienced in enterprise sales cycles and did not have executive selling capabilities – messages, skills, and supporting tools.
Approach
Develop and deploy a CIO selling playbook that contained an executive whiteboard conversation guide, key value propositions, CIO priorities and discovery checklists. Included executive-selling skill development training with role-play practice, plus quarterly reinforcement sessions.
Outcome
Quadrupled number of deals >$250K
