Executive-Level Selling

Gain access to the C-suite and generate new opportunities through strategic conversations

Executive-Level Selling (ELS) is a methodology designed to help sales professionals gain access to high-ranking decision makers and develop lasting trust and credibility with them.

For almost any significant sales opportunity, sellers must be able to gain access to decision-makers with high authority and influence in a buying organization. ELS provides methods and skills for planning the best ways to identify the right executive-level contacts to target, securing access to them, conducting useful and valuable strategic-level conversations with them, and earning return access for future contact. ELS shows sellers how to develop stronger relationships with executive-level buyers.

ELS focuses on helping sellers to develop four essential skills for executive-level selling, each with their own set of useful methods and planning tools.

The Four Essential Executive-Level Selling Skills

Executive Level Selling

Intended Audiences

ELS is designed for any sales professional who must gain access to and sell effectively to high-ranking buyers – that is, people with high levels of authority and influence in a buying organization.

What is included in the Executive-Level Selling program?

Designed to develop critical skills and methods for selling effectively to executive-level buyers, ELS enables sales professionals to:

Multiple Delivery Modality Options

ELS can be learned through live instructor-led training (ILT) workshops, via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content. We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results for skill development and method proficiency.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

ELS is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led ELS workshop is a one-day, highly interactive program, and incorporates online eLearning and in-classroom tools. The standard workshop includes:

Introduction to Executive-Level Selling

Executive Call Preparation

Strategic Dialogue

Relationship Management

Value Communication

Call to Action

Instructional Materials

The ELS workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and interactive content, where appropriate.

Participants complete a brief pre-workshop assignment by completing an account profile for a live sales opportunity, which will be used in case study exercises in the workshop.

Useful Sales Tools and Job Aids

The ELS workshop includes a variety of helpful job aids and tools. As participants complete the workshop exercises, they develop proficiency by applying these tools to their live sales opportunities. After the workshop, sellers can use the tools on an ongoing basis for effective execution of executive-level selling skills.

The job aids provided in the ELS program toolkit include:

Strategic Value

Executive-Level Selling provides sales professionals with the skills and methods they need to sell effectively to high-ranking decision-makers. The outcomes of this methodology are higher win rate for sales opportunities, an increase in the number of new sales opportunities created, and a higher level of relationship with and access to executive-level buyers.

For More Information about this program Download our Data Sheet or Contact Us