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

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.

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.

Blended Training
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.

Train-the-Trainer
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.
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.

Analyze & Plan
Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare
With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice
Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report
Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce
Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.
Supporting services

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

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

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

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