What’s in this whitepaper?
In B2B companies with big ticket, innovative solutions, selling to the C-suite is regularly promoted by management as a focal point of the sales playbook. It isn’t surprising. One or two success stories from the best account executives and selling to the C-suite becomes a best practice. Selling to the C-Suite is easy to say, hard to do, and even harder to scale. For complex B2B products or solutions, the degree of difficulty rises.
Download Selling to the C-Suite: Prepare for Successful Executive Conversations to learn:
- What to expect in C-suite conversations
- 3 organizational capabilities needed to scale successful executive discussions
- 7 pitfalls to avoid in C-suite meetings
- How Value Propositions provide an effective approach to executive conversations
Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.
