How To Sell To C-Suite Executives By Outbounding | Salesman Podcast

On this episode of the Salesman Podcast, Will Barron and Skip Miller dissect proven strategies for contacting, communicating, and closing deals with C-suite executives. Resources: Skip on LinkedIn M3 Learning – Skip’s sales management and sales training company Skips Book: Outbounding Survey Monkey – a free online survey tool Transcript: Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot Studio. Coming up on today's episode of the Salesman Podcast.   Skip Miller: Homework is so important. Building that relationship before you even try to get to the C-suite. Everyone's hunting for the small game, the small fish, because it looks good on numbers. You got to go hunt for the bigger… We call it small game, right? Birds and fish, and then go hunt for buffalo. You got to go hunt for those buffalo at the C-suite level. Everyone's got their own style. So let's not mitigate somebody's style. Me, I like to use people and humour.   Will Barron: Hello, sales nation. My name is Will Barron. I'm the host of the Salesman Podcast. The world's most downloaded B2B sales show. On today's episode, we have Skip Miller. He is the president over at M3 Learning, which you can find over at m3learning.com. And on today's episode, Skip is going deep. He's given us a deep dive into how to contact, communicating, get deals done with the C-suite and executives in your space. How to essentially hunt whales rather than faff around selling small deals to middle management. Everything we talk about is available in the show notes over at the salesman.org. And so with that said, let's jump right into it. Skip, welcome to the Salesman Podcast.   Skip Miller: Hey, it's a great opportunity, Will. Thanks for having me.   Techniques to Master when Selling to C-Level Executives  · [01:16]   Will Barron: [foreign language 00:01:16]. I'm glad to have you on. Okay. So we're going to talk about selling to the C-level executive in this episode. We're going to talk about doing that from an outbound perspective, and just I've got a couple of questions just to frame up the rest of the conversation here, Skip, before we get into hopefully some tactics and tips for the audience. But just to frame up maybe the effort that we have to put in, or for strategic, the effort that we do have to put in, how much more effort do we have to put in, how much more work do we have to do when we're targeting an outbounding C-suite executive versus the usual middle management.   Skip Miller: Yeah. Homework is so important. Building that relationship before you even try to get to the C-suite. So it's really important. I break it up into three categories. The first category is if you're just going to start, talk to 10. I want to get to 10 executives. Three or four minutes per is fine. Go on their website, go on their LinkedIn. Look at their industry real quick. Three or four minutes to just catch what school they went to, or what their latest LinkedIn post is, or whatever it may be. Just show a little bit.   Skip Miller: The second would be that 15 to 30 minute segment. This is an important customer for me. All right. I want to do some really research. I'm going to actually look at their website, really do some history on their LinkedIn. See if they know people that I know. And let's go look at that. I mean, you're going to do your 15, 30 minutes of homework.   “The number one way to get to a C-suite is through referral.” · Skip Miller [03:04]