Konposit C-Level Sales Consulting
Konposit provides sales strategy and sales execution support to leading technology firms in the US and abroad, specializing in C-Level messaging and engagement.
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The C-Level Blog

Why Should Selling be Viewed as a Team Effort

There have been numerous articles written on the subject of sales reps, account executives, or client directors aspiring to be “CEOs” or “Managing Directors” of their client(s) or territory. This is especially true in complex B2B environments, where sales execs in many cases must orchestrate many internal resources to bring one ‘story’ to their clients…

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Why is Business Development Important Strategically?

Your newest and most innovative solution, service, or product is worthless without paying customers.

 Yes, you, too have a comprehensive marketing strategy in place to inform your customers and potential prospects about what you do and how.

 However, one size does not fit all – maybe 70% to 80% of your marketing messages may be relevant and assist in creating credibility. But, do they drive REVENUES –

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Engaging with a C-Level Executive, Part III - Be Prepared, Be Very Prepared!

The big meeting is about to take place. You have done extensive research on the firm and the C-level executive that you will be meeting with. You have also produced a thoughtful, relevant agenda and gone through the process of assembling a – very – small team to take to the meeting. Now it is time to practice for the big day.

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Engaging with a C-Level Executive, Part II - Be Prepared, Be Very Prepared!

Now that you’ve done the initial prep for your meeting with the C-Suite, the real work is set to begin. Namely, preparing the agenda and assembling the messages and the team. You can do all the best initial preparations, but if you don’t have the meeting messages and agenda down, as well as the right team assembled, your meeting will not be optimized.

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Engaging with a C-Level Executive, Part I - Be Prepared, Be Very Prepared

Everyone’s time is valuable. But a C-Level executive’s time is especially valuable. Back-to-back or double – or triple – booked meetings, often being on the road, answering to senior executive management and the Board, and needing to be especially responsive to any number of stakeholders, including staff and employees, are just a few reasons why a C-Level executive’s time is so precious.

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Do You Know Who Made Your Clothes?

Retail in today’s climate is a very fickle industry. Customers are empowered to choose among a variety of brick and mortar retailers as well as online options. The rise of the Internet and web retailers, such as Amazon and eBay has enabled information to be at a customer’s fingertips to make quick decisions on purchases. They have plenty of choices.

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Customer, Customer, Customer

I’ve been selling and been in front of senior executive clients for the better part of 20 years. I’ve had some exemplary sales training, as at IBM and elsewhere, but some of my best ‘teachers’ have been my clients who have taught me over the years what it looks like to earn their business and their trust. Follows are a few of my thoughts on ‘mistakes’ I see that companies make when engaging with clients and ultimately trying to sell and move their products and capabilities.

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