Selling to the C-Suite in a Shifting Landscape
The webinar "Selling to the C-Suite in a Shifting Landscape," featuring Bob Basiliere and Ray Makela, addresses the challenges of influencing C-level executives—who are key decision makers or influencers in 64% of B2B purchases—amid their shift from growth to cost-saving mindsets, and offers strategies such as enhancing buyer convenience, aligning sales technology with processes, and effective engagement techniques to successfully sell to this difficult but critical audience.
C-level executives act as the final decision maker in 64% of B2B purchases. When they are not the decision maker, they are likely key influencers.
However, these executives are a challenging group to influence. They are less receptive to virtual sales meetings compared to their Director or VP-level reports. The current business environment has the C-Suite shifting from a growth mindset to cost-savings.
Despite these challenges, there are proven strategies that work.
In a session with Bob Basilliere, VP of Sales at Allego, and Ray Makela, CEO of Sales Readiness Group, critical success factors for selling to the C-suite are discussed.
During this webinar, you’ll learn:
- The biggest challenges when selling to key executives
- How to shift your buyer experience to convenience and self-service
- Tips for mapping sales tech to the sales process
- How to access and engage today’s C-suite decision makers
Speakers:
Bob Basiliere, VP Sales, Allego
Bob is a sales and marketing leader with 25 years of experience leading global organizations. He is currently the Vice President of Account Management at Allego, responsible for growing and expanding Allego’s footprint in their existing account base. Prior to joining Allego, Bob spent 20 years in various leadership roles in Customer Programs, Sales Operations, and Marketing at EMC/Dell Technologies. Earlier in his career, he held positions in sales, sales management, and sales operations in the IBM and Microsoft VAR communities.
Ray Makela, CEO & Managing Director, Sales Readiness Group
Ray is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs. He has delivered programs for clients such as Microsoft, Infor, Smartsheet, Alcon, Edwards Lifesciences, ABM Industries, HD Supply, Timken, and Walmart.