Selling to the C-Suite

Learn the unique skillset and mindset needed to successfully sell to the C-Suite

Rethink your C-Level sales approach with Selling to the C-Suite

Today’s C-Level Executives are busy, pragmatic people who value brevity and relevance to their larger mission – delivering results to stakeholders and shareholders. Accessing them is a grueling test of patience and endurance.

Tailored to the demands, needs, and desires of today’s C-Level executives, Selling to the C-Suite is a proven approach that teaches sales professionals key principles they need when the C-Suite is involved in the sales process.

Key benefits of Selling to the C-Suite

After completing this program, your sales team will be able to:

  • Differentiate oneself as a Trusted Partner to the C-Suite
  • Adopt best practices for quickly engaging with and selling to the C-Suite, recognizing C-Suite needs are unique to the position
  • Develop a personal brand for working with the C-Suite that builds interest, trust, and credibility
  • Create an action plan to increase your Trusted Partner effectiveness when working with the C-Suite

Program Objectives of Selling to the C-Suite

Program objectives include:

  • Determine the right mindset and skillset to move from being a Trusted Advisor to Trusted Partner to the C-Suite
  • Recognize the critical differences between selling to the C-Suite vs. other levels within an organization
  • Explore critical best practices for selling to the C-Suite, with a keen focus on what’s most important to the C-Suite audience
  • Identify the essentials for building a Personal Brand that differentiates one as a Trusted Partner and resonates with the C-Suite
  • Create an action plan to enhance one’s effectiveness in selling to the C-Suite

Sales Training Delivery Options

Selling to the C-Suite can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world. Learn more.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology. Learn more.

On-Demand, Blended Learning

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction. Learn more.


Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery. Learn more.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.


Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.


Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.


Take advantage of our turn-key and hands-on training reinforcement solutions.


Validate training effectiveness in terms of performance improvement, business results,  and ROI.


Use a technology solution to reinforce training in a convenient and fun format.

Download the Selling to the C-Suite Brochure

Download the brochure

More information about the Selling to the C-Suite program is available in this downloadable PDF

How to Sell to Executives

Effective C-suite selling requires the careful consideration of multiple factors:

Training Programs for Sales Professionals & Sales Leaders

Sales Team Development
Core Skills
Critical Selling® Skills
Gold 2020
Stevie Winner

Our flagship sales training program provides top-performing skills and best practices to master each stage of the sales process.

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Critical TeleSelling® Skills

An inside sales methodology specifically designed to equip sales professionals on how to effectively engage with customers over the phone, build trust, and close confidently.

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Critical Prospecting™ Skills

A workshop designed to enable sales professionals with the prospecting and business development skills to build strong pipelines with qualified prospects.

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Critical Service & Sales™ Skills
Silver 2021
Brandon Hall

A training program designed to equip service, sales, and retail staff to deliver better customer service experiences and identify hidden sales opportunities.

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Winning at Trade Shows™

A workshop developed for sellers to have more meaningful event and trade show interactions, from the planning stage to post-show activities.

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Advanced Skills
Critical Account Planning™

A sales training program that equips account executives with the skills, processes, and tools to grow relationships with existing accounts and plan for strategic opportunities.

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Critical Negotiation™ Skills
Gold 2022
Stevie Winner

A research-based training program to provide sales professionals with the skills, tools, and best practices to handle complex and difficult negotiations.

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Selling Virtually™
Bronze 2021
Stevie Winner

Selling Virtually empowers sales professionals to effectively engage with prospects and clients in the new remote selling ecosystem and improve productivity and revenue.

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Selling to the C-Suite™

Selling to the C-Suite equips sales professionals with the unique skills and processes required to gain access and have better dialogues with executives.

Learn More
Strategic Storytelling™ Skills

Leverage stories in sales conversations to better position your solutions and drive momentum towards favorable outcomes.

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Sales Management Development
Management Skills
Critical Sales Coaching™ Skills
Gold 2023
Stevie Winner

A coaching methodology to empower sales managers to coach, manage, and lead more effectively and drive their teams toward favorable results.

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TOPS® Reinforcement & Coaching

A proven playbook and toolkit for sales managers to sustain and reinforce our selling skill methodologies through a sustainable reinforcement and coaching plan.

Learn More
Questions about our sales training programs? Let us tailor a training solution that matches your needs.

Selling to the C-Suite™ FAQ

Is Selling to the C-Suite™ a stand-alone training program or should it be combined with another Janek training program?

Selling to the C-Suite is a stand-alone program appropriate for any outside sales professional, senior executive, or inside sales rep looking to effectively communicate and sell to members of the C-Suite. Selling to the C-Suite can be combined with other sales training programs to equip your sales team with the selling skills they need to perform in any environment.

Can you provide more insight into the learning curriculum of Selling to the C-Suite™?

Yes. There are several key areas of the Selling to the C-Suite program. The training program will help you evolve to a Trusted Partner. Janek will provide the practical insights necessary to understanding the mindset of a c-level decision maker. Selling to the C-Suite also explores the specific ways in which a salesperson can develop the insight necessary to speak to the business impact desired by a C-Suite buyer as well as gain access to those in the C-Suite.

What type of salesperson will benefit from Selling to the C-Suite™?

Selling to the C-Suite is ideal for enterprise and strategic-level account managers, sales professionals, and senior client executives. Anyone who spends time interfacing and selling to C-level executives is a perfect candidate for this program.

What can I expect from this workshop?

Expect new insights, practical recommendations, and training on how to apply the Janek C-Suite selling methodology to your own and future clients. Whether you are a professional salesperson or an executive level manager, the Selling to the C-Suite training program gives you the tools and skills you need to sell more effectively.

What are the values of executive sales training programs?

C-level selling training can help salespeople improve results in several ways:

  • Insight: Training provides a better understanding of the nuances of selling to executives that are different from other sales processes.
  • Confidence: Selling to high-ranking corporate leaders can be intimidating. Completing executive sales training can alleviate anxiety by helping salespeople know what to expect.
  • Strategy development: Trainees can learn how to create and learn effective strategies tailored to C-level executives. These include advanced psychological and profiling techniques for persuasive communication.
  • Mindset shift: The right training enables salespeople to transition their thought process from vendor to trusted advisor or strategic partner by learning how to empathize with C-suite executives.
  • Relationship building: A training program can guide salespeople through the lengthy process of building relationships and establishing trust with executives. They’ll learn the value of patience, perseverance and following up.