Selling to the C-Suite | Janek Performance Group

Selling to the C-Suite^™

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

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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.

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

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

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

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Additional sales training programs

Sales Team Development

Core Skills

Critical Selling® Skills

Critical TeleSelling® Skills

Critical Prospecting™ Skills

Critical Service & Sales™ Skills

Trade Show Selling™

Advanced Skills

Critical Account Planning™

Critical Negotiation™ Skills

Selling Virtually™

Selling to the C-Suite™

Sales Management Development

Management Skills

Critical Sales Coaching™ Skills

TOPS® Reinforcement & Coaching

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

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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.