MM
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mr.mcsalesy

Enterprise Account Executive

Valued Contributor
Catalyst
Contributor
+1

Best practices for CEO to CEO conversations

My company has a big focus on "going high" and getting our executive team involved whenever it makes sense. Right now, they are really pushing exec to exec meetings.


It feels a little more natural with companies that we actually work with...but for the other accounts in my book, like why would their CEO be compelled to speak with ours, ya know?


Our CEO is high profile, and the company is well known, but honestly my brain is just not working on this one and I would love advice on potential outreach messaging.


I've found all the executive assistants across my target accounts....now it is a matter of executing.

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7 comments

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paddy
WR Officer
6
Director of Business Development
If that's your CEO's strategy, sounds like he/she doesn't trust the people he/she hired.
CaneWolf
Politicker
0
Call me what you want, just sign the damn contract
Yep, I worked for a guy who did this and he was a control freak asshole mother fucker who consistently prevented deals from getting done.
InQ5WeTrust
Arsonist
4
No marketing, mayo isn't an MQL
No different than why anyone would want to talk to you.ย 

How does your solution or service solve the problem that the CEO uniquely cares about and why is he the person to address them.ย 

If you get at all close then the worst thing that happens is he punts you downward telling them to address it.ย 

Personally not a fan of getting the CEO involved, often too invested unless they're a former savage.ย 
hh456
Celebrated Contributor
3
sales
CEO was the first sales rep. You exist because they were the best at it for a long time. Who better then to sell than them?

Not saying it makes sense all the time or is right, but that's the correct answer.
DungeonsNDemos
Big Shot
2
Rolling 20's all day
Getting the CEO involved is not always scalable. Also can be detrimental to your deal if they are not a prepared individual. I've had a past CEO almost tank a deal when I had my prospect CEO fly in to discuss things in person for enterprise level integration.
My past CEO walks in 45 mins late and starts asking basic level questions that do not pertain, this being 2.5 months into the sales process.ย 

I hope yours does a better job!
SADNES5
Politicker
1
down voters are marketing spies
Not gunna lie - people who make it to CEO are borderline socio-paths. Let them talk about themselves, or ask questions about how their growth/path is similar to where your CEO is headed.ย 


goose
Politicker
0
Sales Executive
If you can't see why a CEO wants to speak to a CEO then you should go teach fifth grade.

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