Sales研修2-CxOとの会話

最近は、エンジニアなのにSales研修まで受けさせられる。せっかく勉強するのであれば、無駄に時間を過ごしたくない＋聞き流すのはもったいないし、あまりこの手の情報（特に海外の本）なんかは読まないので、メモを取っておく。

CxOとの会話する際に話すべき内容

• How to Get Executive Decision Makers to Act Now (Corporate Visions)
  1. Highlight External Factors
  2. Identify Business Initiatives
  3. Introduce Unconsidered Needs
  4. Provide a Solution Story
  5. Quantify the Business Impact
• Make Executive Sales Conversations More Insightful With This 20-minute Cheat Sheet
  • 最初の7分半
    • External Factors
    • Business Initiatives
    • Forward-looking Statements
    • Business Metrics
    • Significant Trends
  • 次の15分
    • In the income statement
    • Balance sheet
  • 最後の5分
    • Management discussion & analysis
    • Notes to the financial statements

CxOとの会話する際に心がけておく内容

• How to Sell to the C-Suite Like a Pro
  1. Preparing For The Meeting Ahead of Time
     • Research the company’s goals and objectives
     • Deduce the executive’s professional goals and interests
     • Understand the industry’s trends, challenges, and market leaders
     • Plan out the conversation’s major milestones
  2. Managing The Meeting Effectively
     • Remind the executive who you are
     • Start the conversation on a personal note when appropriate
     • Begin the business conversation in a way that establishes your credibility
     • Ask intelligent questions
     • Expect to be tested and critiqued
     • Add value to the conversation
     • Leave the meeting with a clear next step
  3. Following Up Appropriately
     • Quickly deliver on your post-meeting promises
     • Remain the single point of contact during the sales process
     • Adjust to fit their schedule