Presented by: Don Andrews who is a founding partner of Youd-Andrews Direct research indicates that senior executives are much more involved in the very early and final stages of their buying decisions, whilst middle management and the operational community are more involved in the interim stages. So to win new business from corporate accounts, you need more than selling skills to achieve success. This evening’s presentation focuses upon top-level business-to-business sales strategies and tactics and the key skills and strengths needed to construct relationships at CxO level (CEO, COO, CFO) and enable you to build outline solutions and present them to the Board of your target company. It will cover the benefits you bring to a business; target account research; the ‘elevator pitch’; and structuring a 30 minute meeting with an executive. The presenting company, Youd-Andrews, will also provide attending IoD Members a free comprehensive 75-page guide on complex sales situations.
