How to cut through the noise and sell to C-Level executives?

The budgetary cuts, spending limits in 2011 are still finding its place in 2012. Companies are still treading cautiously on any new purchase decisions on new projects. In times of frugal budget, it’s challenging for business-to-business marketers like us to convince the top brass or even get them to listen to us.

In such a market scenario what best can you do to strike effective sales engagements with senior executives?

In case you’re still wondering why senior executives are ignoring your marketing call, then these points will help you take a case for fresh approach to C-Level prospecting.

• Don't make them think hard - Direct approach pays with time starved executives
• Avoid one-size-fits-all messaging to senior level 
• Present solutions relevant to their business 
• Don't let the leads go cold
• Have patience while reaching senior staff. It takes roughly 6+ attempts to reach them
• Most sales reps stop following leads after 3 or less attempts
• Striking early doubles your chance of influencing the senior exes
• Find the decision patterns before pitching the offer 
• Keep it relevant to their need, not your company
• Present a clear conclusion with each connection  
• Build on trust, rapport with each successive step and keep the momentum
• Provide relevant information to help drive decisions
• Leverage multiple channels to connect and influence prospects

Finally a quote from a famous military leader:

"A good plan executed today is better than a perfect plan executed next week"

- General George Patton, 1944