Why, When and How to sell into the C-suite. Tips and guidelines.

1. Selling @ReggyMortier
Reggy.mortier@Barco.com
In2 the Suite @Linkedin
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Sunday 4 December 2011

2. Selling in2 the Suite
? ? ?
Why When How
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Sunday 4 December 2011

3. ?
Why is selling in2 the Suite important 2 you
when does it make sense & when NOT !
• You like challenges
• Target set by your boss
• Check in your KAM plan !
• They are the real buyers
• They are the up-selling path
• Not, if you can’t think of a reason
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Sunday 4 December 2011

4. ?
Why is selling in2 the Suite different
& how
Discrete & short
Top level value selling
! Important Note ! Unforgiving
All else,
especially negative present
is the same !
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Sunday 4 December 2011

5. ?
When to sell in2 Suite
when are they receptive 2 your “call”
@ Supplier Validation
@ Status Quo
@ Diagnosis
@ Requirements Formulation
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Sunday 4 December 2011

6. ?
When to sell in2 Suite
what do they buy
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Sunday 4 December 2011

7. ?
How 2 get 2 the Suite
Influencers: peers, trustees & execs
Jason
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Sunday 4 December 2011

8. ?
How 2 get 2 the Suite
B creative / B remarkable
2 pass the mail filter
2 pass the office schedule
2 pass the time, ... together
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Sunday 4 December 2011

9. ?
How 2 get 2 the Suite
New media = low threshold
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Sunday 4 December 2011

10. ?
How to “sell” when in the Suite
How do they buy = business case approval
RoI / RoC
Problem / Solution
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Sunday 4 December 2011

11. ?
How to “sell” when in the Suite
Example: Barco value prop in2 the C-Suite
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Sunday 4 December 2011

12. Selling in2 the Suite
! ! !
Because Then Easy
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Sunday 4 December 2011