Strategy & Execution
Selling technology solutions to enterprise customers is a complex game. Top begin with, it’s not easy to gain access to the executive decision makers without first spending a lot of time and energy earning the trust of the many gate keepers and key influencers. The enterprise approval process in itself is very cumbersome, involving several people from various departments, including Finance, Operations, Procurement, Legal, LOB, and IT (to name a few). So how do you get out of the mud and get to solid ground?
How about going straight to the top. If the C-suite supports your solution, then the other people involved will likely follow the leader. Sounds easy? Not quite.
To engage with the C-suite, you need to speak their language, understand their business objectives, and position your solution as the key enabler to achieving their objectives faster, with minimal risk.