{"id":1175,"date":"2012-06-07T23:17:12","date_gmt":"2012-06-08T04:17:12","guid":{"rendered":"http:\/\/www.alighaemi.com\/wp\/?p=1175"},"modified":"2023-08-30T17:49:56","modified_gmt":"2023-08-30T22:49:56","slug":"line-of-business-what-is-on-the-mind-of-c-or-v-level-customers-and-prospects","status":"publish","type":"post","link":"https:\/\/www.alighaemi.com\/wp\/?p=1175","title":{"rendered":"Line Of Business &#8211; What Is On The Mind Of &#8216;C-level&#8217; or &#8216;V-level&#8217; Customers And Prospects"},"content":{"rendered":"<p style=\"text-align: left;\">What does your prospect think about? It depends on the customer&#8217;s role. Salespeople who target that position&#8217;s specific thoughts and concerns will be more successful. This is called role-based selling. For the purpose of this article I am skipping two crucial discussions. First, Assistants need to be marketed to as well. A salesperson must believe he or she deserves the executive&#8217;s time. After all, you are not wasting time, are you? Two, the approach to C-level and V-level roles needs to be personalized and stand out. More on those elsewhere as well as in future discussions. In the meantime, align your sales to the position&#8217;s objectives, while ensuring you are speaking correctly to the right &#8216;C&#8217; (&#8216;Chief&#8217; title) or &#8216;V&#8217; (&#8216;Vice&#8221;-President title).<\/p>\n<p style=\"text-align: left;\">Peruse the below, but ultimately they need to tell you how to sell to them by telling you about their needs. This is why questions are important. This is why preparation in advance according to the below is important.<\/p>\n<p style=\"text-align: left;\"><a href=\"http:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive.png\"><img decoding=\"async\" loading=\"lazy\" class=\"alignnone size-thumbnail wp-image-1187\" title=\"sales talking to executive\" src=\"http:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-150x150.png 150w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-96x96.png 96w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-24x24.png 24w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-36x36.png 36w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-48x48.png 48w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-talking-to-executive-64x64.png 64w\" sizes=\"(max-width: 150px) 100vw, 150px\" \/><\/a><\/p>\n<p style=\"text-align: center;\"><strong>President or CEO<\/strong><\/p>\n<p><em>What?<\/em> Grow and lead the company<\/p>\n<p><em>Reports to<\/em>: Board Of Directors\/Shareholders<\/p>\n<p><em>Pains and Concerns:<\/em><\/p>\n<ul>\n<li>Grow revenue<\/li>\n<li>More profitability\/declining profitability<\/li>\n<li>Shareholder value<\/li>\n<li>Managing risk<\/li>\n<li>Happier and more productive employees<\/li>\n<li>Culture of organization<\/li>\n<li>Partnerships<\/li>\n<li>Company reputation and<\/li>\n<li>Determining strategy and direction<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Financial Managers (VP Of Finance, CFO, Controller, Treasurer)<\/strong><\/p>\n<p><em>What?<\/em> Financial management<\/p>\n<p><em>Reports to<\/em>: CEO and Finance Committee of the Board Of Directors<\/p>\n<p><em>Pains and Concerns:<\/em><\/p>\n<ul>\n<li>Knowing and measuring financial drivers,<\/li>\n<li>Profitability, Quarterly goals<\/li>\n<li>Information and reports to manage events and conditions,<\/li>\n<li>Reducing costs,<\/li>\n<li>Predicting and eliminating risks<\/li>\n<li>Return on investments and return on assets<\/li>\n<li>Compliance and regulatory changes<\/li>\n<li>Accounts reconciliation and forecasting (treasurer)<\/li>\n<li>Business value (controller)<\/li>\n<li>Shortening transaction times,<\/li>\n<li>Line of business accountability<\/li>\n<li>Closing books faster or consistently having them &#8216;closed,&#8217;<\/li>\n<li>Ensuring consistency among territories, divisions and currencies,<\/li>\n<li>Drive operational efficiencies,<\/li>\n<li>Better, more consistent\u00a0and more centralized reporting<\/li>\n<li>Make better decisions\u00a0faster and<\/li>\n<li>Analyze and predict.<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Human Resources Managers (VP Of Human Resources)<\/strong><\/p>\n<p><em>What?<\/em> Manage the business&#8217; people. A business&#8217; most valuable asset is its people. Everything the company does or wishes to achieve is tied to its people&#8217;s skills and abilities.<\/p>\n<p><em>Reports to<\/em>: CEO or COO<\/p>\n<p><em>Pains and Concerns:<\/em><\/p>\n<ul>\n<li>Business and\u00a0society, and employees,\u00a0constantly change.<\/li>\n<li>Doing more with\u00a0the same or less,<\/li>\n<li>Improving productivity,<\/li>\n<li>Delivering and tracking education that is related to work,<\/li>\n<li>Budgeting for, finding, hiring and calculating the cost and return on employees,<\/li>\n<li>Complying with legal imperatives<\/li>\n<li>Enabling employee self-service for faster and more efficient control and removing bottlenecks and<\/li>\n<li>Local currency and regulations.<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Manufacturing Management (VP Of Manufacturing, Chief Operating Officer)<\/strong><\/p>\n<p><em>What?<\/em> Producing timely goods at the lowest cost<\/p>\n<p><em>Reports to<\/em>: CEO<\/p>\n<p>Concerns:<\/p>\n<ul>\n<li>Manufacturing on demand with the shortest possible lead time,<\/li>\n<li>Manufacturing to order,<\/li>\n<li>Forecasting demand,<\/li>\n<li>Customizing and configuring to order,<\/li>\n<li>Collaborate and communicate with supply chain including suppliers, sub-contractors\u00a0and distributors including view into demand and\u00a0inventory via\u00a0EDI or the web,<\/li>\n<li>Track costs,<\/li>\n<li>R&amp;D<\/li>\n<li>Operational justification to understand where cutting cost won&#8217;t impact operations<\/li>\n<li>Analyze efficiencies,<\/li>\n<li>Predict inventory cycle and<\/li>\n<li>Eliminate waste.<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Sales and Marketing (VP Of Sales, VP Of Marketing, CMO)<\/strong><\/p>\n<p><em>What?<\/em> Increasing sales, improving top and bottom-line and tracking to forecast<\/p>\n<p><em>Reports to<\/em>: CEO<\/p>\n<p>Concerns:<\/p>\n<ul>\n<li>Knowing the customers,<\/li>\n<li>Sales growth,<\/li>\n<li>Customer satisfaction\/customer turnover<\/li>\n<li>Pricing<\/li>\n<li>Margin growth and maintenance,<\/li>\n<li>Forecast accuracy and visibility,<\/li>\n<li>Company profitability,<\/li>\n<li>Monitoring sales channels and trend analysis,<\/li>\n<li>New customer acquisition and cost of doing so<\/li>\n<li>Company image<\/li>\n<li>Productivity of sales and marketing staff,<\/li>\n<li>Effectiveness of marketing programs and motions,<\/li>\n<li>Positioning products, services or people<\/li>\n<li>Efficiency\u00a0of different types of marketing (such as promotions, web, channels, viral, etc.),<\/li>\n<li>Campaign budgets and ROI (Return On Investment),<\/li>\n<li>Anticipating trends and consumption,<\/li>\n<li>Lead management and visibility into each representative&#8217;s achievements and pipeline.<\/li>\n<li>See <a href=\"http:\/\/www.alighaemi.com\/wp\/?p=846\">http:\/\/www.alighaemi.com\/wp\/?p=846<\/a>\u00a0for different types of marketing.<\/li>\n<\/ul>\n<p style=\"text-align: center;\"><strong>Information Technology (VP of IT, CTO, CIO)<\/strong><\/p>\n<p><em>What?<\/em> Lead the company&#8217;s information technology<\/p>\n<p><em>Reports to<\/em>: CEO or COO<\/p>\n<p><em>Pains and Concerns:<\/em><\/p>\n<ul>\n<li>Running the company&#8217;s information technology<\/li>\n<li>Which hardware, software and service<\/li>\n<li>Enabling productivity<\/li>\n<li>Interoperability among internal and external customers<\/li>\n<li>Flexible systems that can scale up or down with the business<\/li>\n<li>Saving the company money<\/li>\n<li>Eliminating disparate systems<\/li>\n<\/ul>\n<p><a href=\"http:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive.png\"><img decoding=\"async\" loading=\"lazy\" class=\"alignnone size-thumbnail wp-image-1194\" title=\"sales executive\" src=\"http:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-150x150.png 150w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-96x96.png 96w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-24x24.png 24w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-36x36.png 36w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-48x48.png 48w, https:\/\/www.alighaemi.com\/wp\/wp-content\/uploads\/sales-executive-64x64.png 64w\" sizes=\"(max-width: 150px) 100vw, 150px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>What does your prospect think about? It depends on the customer&#8217;s role. Salespeople who target that position&#8217;s specific thoughts and concerns will be more successful. This is called role-based selling. For the purpose of this article I am skipping two crucial discussions. First, Assistants need to be marketed to as well. A salesperson must believe <a href='https:\/\/www.alighaemi.com\/wp\/?p=1175' class='excerpt-more'>[&#8230;]<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_lmt_disableupdate":"","_lmt_disable":""},"categories":[3,8,10,11,12,1],"tags":[342,665,343,344,340,341],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 4.9.10 - aioseo.com -->\n\t<meta name=\"description\" content=\"Selling by role, selling by customer&#039;s job title, agent-based custom selling\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Ali Ghaemi\"\/>\n\t<link rel=\"canonical\" href=\"https:\/\/www.alighaemi.com\/wp\/?p=1175\" \/>\n\t<meta name=\"generator\" content=\"All in One SEO (AIOSEO) 4.9.10\" \/>\n\t\t<meta property=\"og:locale\" content=\"en_US\" \/>\n\t\t<meta property=\"og:site_name\" content=\"Ali Ghaemi Online |\" 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