Selling             @ReggyMortier                                  Reggy.mortier@Barco.com              In2 the Suite     ...
Selling in2 the Suite                         ? ? ?                         Why         When              How             ...
?       Why is selling in2 the Suite important 2 you                   when does it make sense & when NOT !               ...
?       Why is selling in2 the Suite different                   & how                                                    ...
?       When to sell in2 Suite                    when are they receptive 2 your “call”                                   ...
?       When to sell in2 Suite                   what do they buy                                      6Sunday 4 December ...
?       How 2 get 2 the Suite                                   Influencers: peers, trustees & execs                       ...
?       How 2 get 2 the Suite                                               B creative / B remarkable                     ...
?       How 2 get 2 the Suite                                   New media = low threshold                               9S...
?       How to “sell” when in the Suite                   How do they buy = business case approval                        ...
?       How to “sell” when in the Suite                   Example: Barco value prop in2 the C-Suite                       ...
Selling in2 the Suite                          ! ! !                         Because          Then             Easy       ...
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Suite Selling

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

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Suite Selling

  1. 1. Selling @ReggyMortier Reggy.mortier@Barco.com In2 the Suite @Linkedin 1Sunday 4 December 2011
  2. 2. Selling in2 the Suite ? ? ? Why When How 2Sunday 4 December 2011
  3. 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 3Sunday 4 December 2011
  4. 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 ! 4Sunday 4 December 2011
  5. 5. ? When to sell in2 Suite when are they receptive 2 your “call” @ Supplier Validation @ Status Quo @ Diagnosis @ Requirements Formulation 5Sunday 4 December 2011
  6. 6. ? When to sell in2 Suite what do they buy 6Sunday 4 December 2011
  7. 7. ? How 2 get 2 the Suite Influencers: peers, trustees & execs Jason 7Sunday 4 December 2011
  8. 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 8Sunday 4 December 2011
  9. 9. ? How 2 get 2 the Suite New media = low threshold 9Sunday 4 December 2011
  10. 10. ? How to “sell” when in the Suite How do they buy = business case approval RoI / RoC Problem / Solution 10Sunday 4 December 2011
  11. 11. ? How to “sell” when in the Suite Example: Barco value prop in2 the C-Suite 11Sunday 4 December 2011
  12. 12. Selling in2 the Suite ! ! ! Because Then Easy 12Sunday 4 December 2011
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