Why You Can’t Sell to the C-Suite

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I’ve recently completed my tenure as Vice-President of Marketing for one of the largest confectioners in the US. Like most executives, I was the target of a huge number of sales calls, most of them cold.

And if my experience was representative, then the modern sales industry is in trouble. Even as they tried to sell the C-Suite, I observed disturbingly low levels of forethought, professionalism and effectiveness.

If you’re a sales professional trying to reach the CMO – or any other executive – here are the things that are working against you: Continue reading “Why You Can’t Sell to the C-Suite”