Take Me To Your Leader$

Table of Contents
 

About the Author ix

Acknowledgments xi

Section I – Up Close and Professional

1 Leaders Make Decisions – 17

Subordinates Do the Legwork

2 The Sale: 21

A Beginning, An End, and What’s In-Between

3 Marketing, Selling and Executive Relationships – 23

What You Didn’t Learn in College

4 Professional Relationships, Social Relationships 29

Section II – Overcoming the Obstacles –

Getting to the Executives

5 Obstacle 1 – Identifying the Powerful Executives 37

6 Networking, Using What Resources You Have 46

7 Leveraging – Building a Golden Network: 51

The Info/Intro Highway

8 Obstacle 2 – Gatekeepers and Blockers 57

9 Obstacle 3 – Executive Intimidation 64

10 Obstacle 4 – You Feel the Executive Has 68

No Time or Reason to See You

11 Obstacle 5 – The Decision Has Been Delegated. 70

It Is Unnecessary to See the Executives

12 Obstacle 6 – You’re Not at the Executives’ Level 72

13 Obstacle 7 – The Embedded Competitor 74

viii

Section III – Preparing for the Meeting

14 Credibility, The Magic of Any Relationship 79

15 Confidence, A Salesperson’s Biggest Asset 83

16 Your Trinity, 90

Gaining Confidence, and Overcoming

Self-Doubt

Section IV – Talking with an Executive

17 Productive Executive Discussions 105

18 Asking the Questions 111

That Will Provide An Arsenal

of Powerful Information

19 Getting the Critical Information 119

20 Learn Their Personality Style and

Create Great Chemistry 127

Section V – Forming the Relationship

21 Ingratiate the Executive 133

by Using Your Arsenal of Information

22 Deliver the Expectations and Win the Executive 138

Section VI – Maintaining the Relationship

23 Positive Professional Impacts 151

Bond the Relationship

24 Stay Involved or Your Competitor Will 154

Steal Your Relationship

25 Build a Plan to Maintain the Relationship 157

 

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What others have

 said about Sam:

 

"Before working with Sam 30% of my people made President's Club. After Sam's training and coaching 70% of my people went to President's Club."

Deborah Surrette, EVP Sales WorldCom

 

 

"Sam put in a process that helped reduce bid and proposal cost 30%, increased win rates from 33% to 83% and doubled sales in one year."

 

Dan Ozley, VP Satellite Systems

Lockheed Martin Telecommunications
 

 

"Using what Sam taught us, increased our hit ratio from 38% to 68%."

 

Bill Bowden, Sales Training Manager, Fisher Rosemount Division of Emerson.
 

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