Sales people that are effectively selling to C-suite executives are a miniscule few and oceans apart between. Of the few that can overcome feeling intimidated, even fewer still meaningfully engage the C-level executive. Suffice it to say, based on research, C-level executives find less than 20% of the time spent by sales people as useful.
Read More
Whereas the CEO runs a company, the Strategic Account Manager runs the account as a project. The strategic account manager that fails to remain strategic compromises the position and therefore, account. For instance. The CEO of say, a manufacturing entity, tells his company’s bank relationship manager (RM) that he needs a personal credit card. The